跨文化 Negotiations_SPRING2025Cross 文化 Negotiations

Course unit (module) title 課程單元（單元）標題	Code 法典
Cross-cultural Negotiations 跨文化談判

Lecturer(s) 講師

Department(s) where the course unit (module) is delivered
提供課程單元（單元）的部門

協調員：博士。Ieva Žebryte 其他：

Coordinator: dr. Ieva Žebryte

Other(s):

經濟與工商管理學院 Sauletekio ave. 9， II building， LT 10222 維爾紐斯

Faculty of Economics and Business Administration

Sauletekio ave. 9, II building, LT 10222 Vilnius

Study cycle 學習週期	Type of the course unit (module) 課程單元（單元）的類型
First 先	Elective 選修課

Mode of delivery 交貨方式

課程單元（單元）交付的期間

Period when the course unit

(module) is delivered

Language(s) of instruction
教學語言

Face-to-face, on-line 面對面、在線

Spring semester 春季學期

English 英語

Requirements for students
對學生的要求

Prerequisites: Management, Global Marketing
先決條件：管理、全球行銷

課程（模組）體積（學分）

Course (module) volume

in credits

Total student's workload
學生的總工作量

Contact hours 聯絡時間

Self-study hours 自學時數

5

130

48

82

Purpose of the course unit (module): programme competences to be developed 課程單元（單元）的目的：課程能力的發展
This course aims to (i) develop an understanding about processes involved in, features and management of crosscultural negotiations; (ii) develop learners’ abilities to apply this knowledge in practice; as well as (iii) practice intercultural communication skills during negotiations. 本課程旨在（i）了解跨文化談判所涉及的過程、特點和管理;（ii）培養學習者在實踐中應用這些知識的能力;以及（iii）在談判過程中練習跨文化溝通技巧。
Learning outcomes of the course unit (module) 課程單元（單元）的學習成果	Teaching and learning methods 教學方法	Assessment methods 評估方法
Students will be able to describe the communicative aspects of the negotiation process and apply them in their analysis of case studies. 學生將能夠描述談判過程的溝通方面，並將其應用到案例研究的分析中。	Interactive lecture, discussion, case study, problem-based learning, collaborative learning, group (team) project. 互動講座、討論、案例分析、基於問題的學習、協作學習、小組（團隊）項目。	Test of open-ended and (or) closed questions, assessment of case study according to criteria, assessment of group project (negotiation plan) according to the evaluation criteria detailed in the rubric. 開放式和（或）封閉式問題的測試，根據標準評估案例研究，根據評分標準中詳述的評估標準評估小組專案（談判計劃）。
Students will be able to recognize intercultural differences and apply this understanding in the analysis of case studies. 學生將能夠認識到跨文化差異，並將這種理解應用到案例研究的分析中。
Students will be able to describe the course of a negotiation process, negotiation strategies, as well as styles and tactics of cross-cultural negotiations. 學生將能夠描述談判過程的過程、談判策略以及跨文化談判的風格和策略。
Students will be able to develop a negotiation plan and a variety of scenarios based on different negotiation strategies, styles and tactics taking into account cultural differences. 學生將能夠根據不同的談判策略、風格和戰術，考慮到文化差異，制定談判計劃和各種場景。
Students will be able to work in a team to create a joint project and present it to an audience. 學生將能夠在團隊中創建一個聯合項目並將其展示給觀眾。

Content: breakdown of the topics 內容：主題細分	Contact hours 聯絡時間								Self-study work: time and assignments 自學作業：時間和作業
Content: breakdown of the topics 內容：主題細分	Lectures 講座	Tutorials 教學課程	Seminars 研討會	Exercises 習題	Laboratory work 實驗室工作	Internship/work placement 實習/工作實習	E-learning 電子學習	Contact hours 聯絡時間	Self-study hours 自學時數	Assignments 作業
1. The concept of negotiation. Overview of the negotiation process: planning, preparation, executing, closing, post negotiation activities. 1. 談判的概念。談判過程概述：規劃、準備、執行、結束、談判後活動。	2		2					4	6	Form teams, participate in drawing up of the presentations schedule. 組成團隊，參與制定演講時間表。
2. Culture and negotiations: elements of culture and their role in negotiations. The phenomena of cross-cultural, intercultural, multicultural and intersectional relations. 2. 文化與談判：文化元素及其在談判中的作用。跨文化、跨文化、多元文化和交叉關係的現象。	2							2	6	Selection of crosscultural negotiation case study. 跨文化談判案例研究的選擇。
3. Dimensions of cultural differences, classification of cultures. Cultural differences between developed and developing countries, consolidated and emerging economies etc. 3. 文化差異的維度，文化的分類。發達國家和發展中國家、綜合經濟體和新興經濟體之間的文化差異等。	2		2					4	2	Description of the cultural characteristics relevant to the selected case study. (1) 描述與所選案例研究相關的文化特徵。(1)
4. Negotiations as a communication process: verbal and nonverbal communication. Listening in communication. 4. 談判作為一種溝通過程：口頭和非口頭溝通。在溝通中傾聽。	2							2	6	Description of the cultural characteristics relevant to the selected case study. (2 & 3) 描述與所選案例研究相關的文化特徵。(2 & 3)
5. The 7 Cs of communication and their role in Cross-cultural Negotiations. Business and management theories of negotiations. 5. 溝通的 7C 及其在跨文化談判中的作用。談判的商業和管理理論。	2		2					4	2	Creation of the communicative part of the selected case study. 創建所選案例研究的交流部分。
6. Psychology of negotiation/s: transactional and other analyses. Particularities of Business Negotiations. 6. 談判心理學：交易分析和其他分析。商務談判的特殊性。	2							2	6	Analysis of the communicative part of the selected case from an intercultural perspective 從跨文化角度分析所選案例的交際部分
7. Psychology of negotiation/s: manipulation. Reasons for manipulation. Types of manipulation. Ways to recognize and resist manipulation. 7. 談判心理學：操縱。操縱的原因。操縱類型。識別和抵制操縱的方法。	2		2					4	2	Presentation of the prepared case study 介紹準備好的案例研究
8. Midterm "check-in" (test) 8. 期中「打卡」（考試）	2							2	10	Preparation for midterm test 期中考試準備
9. Negotiation Planning: setting goals and determining positions. 9. 談判規劃：設定目標並確定立場。	2		2					4	6	Choosing a case for a negotiation plan 選擇談判計劃的案例
10. Negotiation Planning: sources of power. The concept of BATNA. 10. 談判計劃：權力的來源。BATNA 的概念。	2							2	2	Analysis of negotiation goals, wants, needs, and negotiation power 談判目標、需求、需求和談判能力分析
11. Negotiation Planning: creating a strategy. The Harvard negotiation project. 11. 談判規劃：制定策略。哈佛談判項目。	2		2					4	6	The other negotiating side: information gathering & determination needs 另一方談判：資訊收集與確定需求
12. Negotiation Planning: choice of tactics. Tactical orientation continuum. Variants of cooperative strategy (win-win) tactics. Confrontational tactics and their counter-tactics. Tactics during the different stages of negotiations. 12. 談判計劃：策略的選擇。戰術定位連續體。合作戰略（雙贏）戰術的變體。對抗策略及其反策略。談判不同階段的策略。	2							2	2	Development of negotiation scenarios based on different strategies. Choosing a negotiation strategy. 根據不同策略制定談判方案。選擇談判策略。
13. Conducting the process of live negotiation: stages and approaches. 13. 進行現場談判過程：階段和方法。	2		2					4	6	Preparation of negotiation scenarios based on different 根據不同的情況準備談判場景

Content: breakdown of the topics Contact hours Self-study work: time and assignments Lectures Tutorials Seminars Exercises Laboratory work Internship/work placement E-learning Contact hours Self-study hours Assignments 1. The concept of negotiation. Overview of the negotiation process: planning, preparation, executing, closing, post negotiation activities. 2 2 4 6 Form teams, participate in drawing up of the presentations schedule. 2. Culture and negotiations: elements of culture and their role in negotiations. The phenomena of cross-cultural, intercultural, multicultural and intersectional relations. 2 2 6 Selection of crosscultural negotiation case study. 3. Dimensions of cultural differences, classification of cultures. Cultural differences between developed and developing countries, consolidated and emerging economies etc. 2 2 4 2 Description of the cultural characteristics relevant to the selected case study. (1) 4. Negotiations as a communication process: verbal and nonverbal communication. Listening in communication. 2 2 6 Description of the cultural characteristics relevant to the selected case study. (2 & 3) 5. The 7 Cs of communication and their role in Cross-cultural Negotiations. Business and management theories of negotiations. 2 2 4 2 Creation of the communicative part of the selected case study. 6. Psychology of negotiation/s: transactional and other analyses. Particularities of Business Negotiations. 2 2 6 Analysis of the communicative part of the selected case from an intercultural perspective 7. Psychology of negotiation/s: manipulation. Reasons for manipulation. Types of manipulation. Ways to recognize and resist manipulation. 2 2 4 2 Presentation of the prepared case study 8. Midterm "check-in" (test) 2 2 10 Preparation for midterm test 9. Negotiation Planning: setting goals and determining positions. 2 2 4 6 Choosing a case for a negotiation plan 10. Negotiation Planning: sources of power. The concept of BATNA. 2 2 2 Analysis of negotiation goals, wants, needs, and negotiation power 11. Negotiation Planning: creating a strategy. The Harvard negotiation project. 2 2 4 6 The other negotiating side: information gathering & determination needs 12. Negotiation Planning: choice of tactics. Tactical orientation continuum. Variants of cooperative strategy (win-win) tactics. Confrontational tactics and their counter-tactics. Tactics during the different stages of negotiations. 2 2 2 Development of negotiation scenarios based on different strategies. Choosing a negotiation strategy. 13. Conducting the process of live negotiation: stages and approaches. 2 2 4 6 Preparation of negotiation scenarios based on different

| Content: breakdown of the topics | Contact hours | | | | | | | | Self-study work: time and assignments | | | :--- | :--- | :--- | :--- | :--- | :--- | :--- | :--- | :--- | :--- | :--- | | | Lectures | Tutorials | Seminars | Exercises | Laboratory work | Internship/work placement | E-learning | Contact hours | Self-study hours | Assignments | | 1. The concept of negotiation. Overview of the negotiation process: planning, preparation, executing, closing, post negotiation activities. | 2 | | 2 | | | | | 4 | 6 | Form teams, participate in drawing up of the presentations schedule. | | 2. Culture and negotiations: elements of culture and their role in negotiations. The phenomena of cross-cultural, intercultural, multicultural and intersectional relations. | 2 | | | | | | | 2 | 6 | Selection of crosscultural negotiation case study. | | 3. Dimensions of cultural differences, classification of cultures. Cultural differences between developed and developing countries, consolidated and emerging economies etc. | 2 | | 2 | | | | | 4 | 2 | Description of the cultural characteristics relevant to the selected case study. (1) | | 4. Negotiations as a communication process: verbal and nonverbal communication. Listening in communication. | 2 | | | | | | | 2 | 6 | Description of the cultural characteristics relevant to the selected case study. (2 & 3) | | 5. The 7 Cs of communication and their role in Cross-cultural Negotiations. Business and management theories of negotiations. | 2 | | 2 | | | | | 4 | 2 | Creation of the communicative part of the selected case study. | | 6. Psychology of negotiation/s: transactional and other analyses. Particularities of Business Negotiations. | 2 | | | | | | | 2 | 6 | Analysis of the communicative part of the selected case from an intercultural perspective | | 7. Psychology of negotiation/s: manipulation. Reasons for manipulation. Types of manipulation. Ways to recognize and resist manipulation. | 2 | | 2 | | | | | 4 | 2 | Presentation of the prepared case study | | 8. Midterm "check-in" (test) | 2 | | | | | | | 2 | 10 | Preparation for midterm test | | 9. Negotiation Planning: setting goals and determining positions. | 2 | | 2 | | | | | 4 | 6 | Choosing a case for a negotiation plan | | 10. Negotiation Planning: sources of power. The concept of BATNA. | 2 | | | | | | | 2 | 2 | Analysis of negotiation goals, wants, needs, and negotiation power | | 11. Negotiation Planning: creating a strategy. The Harvard negotiation project. | 2 | | 2 | | | | | 4 | 6 | The other negotiating side: information gathering & determination needs | | 12. Negotiation Planning: choice of tactics. Tactical orientation continuum. Variants of cooperative strategy (win-win) tactics. Confrontational tactics and their counter-tactics. Tactics during the different stages of negotiations. | 2 | | | | | | | 2 | 2 | Development of negotiation scenarios based on different strategies. Choosing a negotiation strategy. | | 13. Conducting the process of live negotiation: stages and approaches. | 2 | | 2 | | | | | 4 | 6 | Preparation of negotiation scenarios based on different |

					negotiation styles. Choice of a style. 談判風格。風格的選擇。
14. Closing negotiation/s. Decisionmaking. Termination of negotiations and withdrawal. Evaluation of negotiations. 14. 結束談判。終止談判和退出。談判評估。	2		2	2	Preparation of negotiation scenarios based on different tactics. Choice of tactics. 根據不同的策略準備談判場景。策略的選擇。
15. Approval and implementation of negotiation agreements. 十五、協約之核准及執行。	2	2	4	6	Preparation of negotiation close and evaluation of negotiation. 準備談判結束和評估談判。
16. Negotiating as a team. Factors of team effectiveness. Team composition and processes. 16. 團隊談判。團隊效率的因素。團隊組成和流程。	2		2	2	Final presentation of the negotiation plan. 談判計劃的最終介紹。
Final test 最終測試				10	Preparation for the final test. 準備期末考試。
Total 總	32	16	48	82

Assessment strategy 評估策略

Weight, % 重量，%

Deadline 截止日期

Assessment criteria 評核準則

Case study (individual work)
案例研究（個人工作）

20%

According to seminars schedule published on Moodle
根據 Moodle 上發布的研討會時間表

學生必須完成一個應用講座材料和科學文獻進行跨文化談判分析的案例（作業的詳細解釋發表在 Moodle 上）。完成的分析必須上傳到 Moodle VMA （word.doc），並根據時間表在研討會期間在課堂（.ppt）中展示和答辯。沒有演示的案例研究不會被評估（即輸入的等級將為 0）。評估標準（根據布魯姆分類法）：1）案例描述的完整性（事實描述、理解）2）概念和理論應用（應用、分析）的正確性 3）概括邏輯（綜合）; 4）在展示作品（評估）時推理和回答問題的清晰度和邏輯性。完全符合所有規定標準的作品將獲得 10 分的評價。完全符合第一、第二標準且僅部分符合第三、第四標準的作品，評分為 9 分。完全符合第一、第二標準且僅部分符合第三、第四標準的作品，評分為 8 分。完全符合第一、第二標準，但未完全符合第三、第四標準的作品，評分為 7 分。完全符合第一個標準、部分滿足第二個標準、完全不符合第三、第四個標準的作品，評分為 6 分。至少部分滿足第一和第二標準且不完全符合第三和第四標準的作品以 5 分評價。僅部分符合第一個標準或不符合任何標準的作品以 1-4 分進行評估。

Students must complete a case of intercultural negotiations analysis applying lecture materials and scientific literature (detailed explanation of the assignment is published in Moodle). The completed analysis must be uploaded to Moodle VMA (word.doc), presented and defended in the class (.ppt) during seminars according to the schedule. The case studies without presentation are not evaluated (that is, the grade entered will be 0 ). Assessment criteria (according to Bloom's taxonomy):

1) completeness of the case description (description of facts, understanding)

2) correctness of concepts and theory application (application, analysis)

3) logic of generalizations (synthesis);

4) clarity and logic of reasoning and answering questions when presenting the work (evaluation).

Works that fully meet all the specified criteria are evaluated with 10 points. Works that fully meet the first and second criteria and only partially meet the third or fourth criteria are evaluated with 9 points. Works that fully meet the first and second criteria and only partially meet the third and fourth criteria are evaluated with 8 points. Works that fully meet the first and second criteria, but do not fully meet the third or fourth criteria, are evaluated with 7 points. Works that fully meet the first criterion, partially meet the second criterion, and completely do not meet the third and fourth criteria are evaluated with 6 points. Works that at least partially meet the first and second criteria and do not fully meet the third and fourth criteria are evaluated with 5 points. Works that only partially meet the first criterion or do not meet any criterion are evaluated with 1-4 points.

Negotiation plan (group work)
談判計劃（小組工作）

20%

According to seminars schedule published on Moodle
根據 Moodle 上發布的研討會時間表

學生必須準備一份適合特定案例的談判計劃（作業的詳細解釋發佈在 Moodle 上）。準備好的計劃必須上傳到 Moodle VMA （word.doc），並根據時間表在研討會期間在課堂（.ppt）中進行演示和答辯。未評估未呈現的已準備計劃（0）。評估標準：1）計劃的一致性——描述的事實沒有矛盾（理解）; 2）計劃的完整性——包括所有結構部分，它們以全面的方式描述（理論的應用）;

Students must prepare a negotiation plan adapted to a specific case (detailed explanation of the assignment is published in Moodle). The prepared plan must be uploaded to Moodle VMA (word.doc), presented and defended in the class (.ppt) during seminars according to the schedule. The prepared plan without presentation is not evaluated (0).

Assessment criteria:

1) consistency of the plan - facts described without contradiction (understanding);

2) completeness of the plan - all structural parts are included, they are described in a comprehensive manner (application of a theory);

Assessment strategy Weight, % Deadline Assessment criteria Case study (individual work) 20% According to seminars schedule published on Moodle "Students must complete a case of intercultural negotiations analysis applying lecture materials and scientific literature (detailed explanation of the assignment is published in Moodle). The completed analysis must be uploaded to Moodle VMA (word.doc), presented and defended in the class (.ppt) during seminars according to the schedule. The case studies without presentation are not evaluated (that is, the grade entered will be 0 ). Assessment criteria (according to Bloom's taxonomy): 1) completeness of the case description (description of facts, understanding) 2) correctness of concepts and theory application (application, analysis) 3) logic of generalizations (synthesis); 4) clarity and logic of reasoning and answering questions when presenting the work (evaluation). Works that fully meet all the specified criteria are evaluated with 10 points. Works that fully meet the first and second criteria and only partially meet the third or fourth criteria are evaluated with 9 points. Works that fully meet the first and second criteria and only partially meet the third and fourth criteria are evaluated with 8 points. Works that fully meet the first and second criteria, but do not fully meet the third or fourth criteria, are evaluated with 7 points. Works that fully meet the first criterion, partially meet the second criterion, and completely do not meet the third and fourth criteria are evaluated with 6 points. Works that at least partially meet the first and second criteria and do not fully meet the third and fourth criteria are evaluated with 5 points. Works that only partially meet the first criterion or do not meet any criterion are evaluated with 1-4 points." Negotiation plan (group work) 20% According to seminars schedule published on Moodle "Students must prepare a negotiation plan adapted to a specific case (detailed explanation of the assignment is published in Moodle). The prepared plan must be uploaded to Moodle VMA (word.doc), presented and defended in the class (.ppt) during seminars according to the schedule. The prepared plan without presentation is not evaluated (0). Assessment criteria: 1) consistency of the plan - facts described without contradiction (understanding); 2) completeness of the plan - all structural parts are included, they are described in a comprehensive manner (application of a theory);"

| Assessment strategy | Weight, % | Deadline | Assessment criteria | | :--- | :--- | :--- | :--- | | Case study (individual work) | 20% | According to seminars schedule published on Moodle | Students must complete a case of intercultural negotiations analysis applying lecture materials and scientific literature (detailed explanation of the assignment is published in Moodle). The completed analysis must be uploaded to Moodle VMA (word.doc), presented and defended in the class (.ppt) during seminars according to the schedule. The case studies without presentation are not evaluated (that is, the grade entered will be 0 ). Assessment criteria (according to Bloom's taxonomy): 1) completeness of the case description (description of facts, understanding) 2) correctness of concepts and theory application (application, analysis) 3) logic of generalizations (synthesis); 4) clarity and logic of reasoning and answering questions when presenting the work (evaluation). Works that fully meet all the specified criteria are evaluated with 10 points. Works that fully meet the first and second criteria and only partially meet the third or fourth criteria are evaluated with 9 points. Works that fully meet the first and second criteria and only partially meet the third and fourth criteria are evaluated with 8 points. Works that fully meet the first and second criteria, but do not fully meet the third or fourth criteria, are evaluated with 7 points. Works that fully meet the first criterion, partially meet the second criterion, and completely do not meet the third and fourth criteria are evaluated with 6 points. Works that at least partially meet the first and second criteria and do not fully meet the third and fourth criteria are evaluated with 5 points. Works that only partially meet the first criterion or do not meet any criterion are evaluated with 1-4 points. | | Negotiation plan (group work) | 20% | According to seminars schedule published on Moodle | Students must prepare a negotiation plan adapted to a specific case (detailed explanation of the assignment is published in Moodle). The prepared plan must be uploaded to Moodle VMA (word.doc), presented and defended in the class (.ppt) during seminars according to the schedule. The prepared plan without presentation is not evaluated (0). Assessment criteria: 1) consistency of the plan - facts described without contradiction (understanding); 2) completeness of the plan - all structural parts are included, they are described in a comprehensive manner (application of a theory); |

COURSE UNIT (MODULE) DESCRIPTION課程單元（單元）說明

COURSE UNIT (MODULE) DESCRIPTION
課程單元（單元）說明