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Course Application


International Legal and Business Negotiations

Taught by Prof. Lissniak
Call for more information 495-649-2273

This course is a joint program with law students from Pericles Law Center and business students from the Higher School of Economics, Masters of International Business Program. Students are generally from Russia as well as other countries.

Objectives: This course provides thorough and professional practice in business and legal oriented negotiations. It teaches the theory of negotiation and the skills necessary to become an effective negotiator, learned in part through active exercises and simulations. The course introduces you to negotiation tactics and strategy.† It teaches how to prepare, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. Much of the emphasis is on international and cross-cultural negotiations.This course is useful for lawyers and managers involved in negotiations on a daily basis, and recent graduates planning their careers in business.

The major course goals are:

  • Provide a framework to help students understand a wide range of negotiations in cross-cultural context;
  • Build the strategic and tactical skills to negotiate more effectively in cross-cultural context.
  • Develop the emotional intelligence competencies to enlarge a skilful negotiator's toolbox.

Prerequisites: Good understanding of spoken and written English is strongly advisable. This course is open to LLM, MIB and MBA students and taught to the standards of the serious law and business schools.

Course Length: (24 clock in-class hours). Appropriate home reading, writing, and preparation time is needed.

Methodology: Classes are comprised of up to 30 minutes of theoretical introduction, then practicing negotiation skills through problems, business games, and analysis of their solutions. Home reading and preparation are needed. The focus of the course is to give students opportunities to practice and refine their skills in a wide range of real life situations (sales, rental agreements, trade union conflicts, investment transactions etc.). During each exercise, the professor mixes and matches students with partners and counterparts, to allow students to practice negotiating with different personality types.†

This is a practical skills course and its effectiveness pretty much depends on your home reading and class participation. Hence--the importance of MANDATORY ATTENDANCE. 25% or more absences from class will result in failure.

Homework in writing given in every class may be delivered in any reasonable form.

Grading criteria are based on quality of class participation, smart questions and precise and persuasive answers, knowledge of the theory, application of this knowledge to concrete situations in every class, ingenuity, quality of written homework and meeting homework deadlines, reports on mock negotiations and your progress in haggling tests, negotiation scenarios, and exercises.

In class, students participate in discussions, play roles in mock negotiations, hone their persuasion skills with classmates, watch video clips, and complete diagnostics tests.

Time Цmanagement is crucial. Latecomers are unwelcome. No final exam. Weekly class and homework evaluation represents the current control of the academic success.

Grades are non-negotiable.After the course you will be given a personal negotiating profile deriving from respective tests, performance in and out of class, and observations.

This course is neither lecture, nor individual tutorial, nor passive on-line listening. To forestall inquiries: some students in the previous years have asked me for allowances when they failed to read the syllabus in the beginning and then faced attendance problems. I have to explain details. Students must interactively communicate in class. You cannot passively listen to a professor pontificating with rare questions and answers from the audience. The soft skills this course teaches are measured mostly through in-class active participation. The regular analytical home assignments are not a kind of dispersed, distributed-in-time exam, but are only a small part of the number of skills developed in a soft skills class. Therefore, those who do not comply with the 75% attendance rule will not be given additional home work to make up the missing classes. Russian Ђј¬ќ—№ї (maybe, perhaps) does not work here.
Also, giving the professor an early warning of your absense is not permission to miss class, it is only politeness and respect of a decent person deprived of consumerism.

Texts: Materials in MOODLE are taken from a variety of sources (Russian, French, Dutch, and American). A bibliography list will be given. However, the main sources will be:

1. Roger Fisher, William Uri with Bruce Patton, GETTING TO YES, Penguin Books,† 1981, ISBN 01401.5735 2 (186 p.)

2. William Uri, GETTING PAST NO, Negotiating Your Way From Confrontation to Cooperation, Bantam Books, 1991, ISBN 0-553-37151-2 (171 p.)