Subject 'Business Communication and Negotiations'

Year:   2014/2015    2015/2016    2016/2017    2017/2018    2018/2019    

Social responsibility. The nature and formation of personal, business and market economy ethics. Negotiations and ethics. Techniques of solving problem situations. Using argumentation in debates. The main types and parametres of negotiations. The strategy and tactics of distributive trading. The strategy and tactics of consolidating negotiations. Social context of negotiations. Abilities to influence the negotiation process. Personal aspect in influencing the negotiations. Effective negotiations. Cultural differences, which may affect negotiations.

The students learn about the essence of business ethics and its significance in the community. The ways to solve ethical conflicts and make decisions are shown, using the strategy of negotiations. Through solving practical cases and tasks students learn about the possibilities to become a successful negotiator. The process of forming and developing personal negotiating styles is analysed.

Students
- can assess and analyse different communication situations;
- are able to affect negotiation processes and apply the method of principal negotiation;
- are aware of the basics of presenting arguments and debating and are able to apply the corresponding techniques;
- are ready to cooperate with various partners and to overcome confrontation;
- master the technique of self-analysis and managing of group processes.

Day-time study. Learning method: lecture, discussion, dispute, video practice, role play, conflict solving, practical negotiations.

Fisher, R.&Ury, W. 1992. Kuidas võita vaidlusi ja läbirääkimisi. Tartu: Fontes
Karl Popperi väitluse käsiraamat. 1997. Tallinn: Avatud Eesti Fond
Lewicki, R. J. jt. 1999. Läbirääkimiste põhitõed. Tartu: Fontese Kirjastus
Rebane, M. 1996. Kuidas väidelda. Ajakiri Haridus nr. 4.
INTERNET: http//www.debate.ee

Kidron, A. 2008. Äripsühholoogia. Käsiraamat. Tallinn: Mondo

The grade is based on participation in the lectures, individual assignments; essay and presentation

2014: RR  

2013: RR  

2012: RR  

2011: RR  

2010: RR  

2009: RR  

2008: RR  TD*  TI*  

2007: RR  TD*  TI*  

2006: TI*  

2005: TI*  

2004: TI*  

* Optional subject