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1. COURSE DESCRIPTION
Negotiation and conflict management is scientific and art learning to make an agreement among two and/or plural parties in social and economic life. The subject is delivered to provide students with theoretical background and practice about strategy, tactics, styles as well as modes of negotiation in international trade. After completing the subject, students mostly understand the fundamentals, skills, actual cases of Negotiation and conflict management, disputes resolution, collaborative relationship development. The subject develops the critical ability of the learners in analyzing, designing, and implementing successful negotiation and conflict management tasks in their business and working place.
2. COURSE CONTENT
No.
Content
Time Allocation
Contribution to CLO
Hour(s) on the class
Essays, exercise,
Assignments...
Self-study with teacher’s tutorials
Lecture
Practice, Seminar…
1
Chapter 1: Fundamental of negotiation
3
0
0
5.5
1,2,3,5,6,8,13
2.
Chapter 1: Fundamental of negotiation
2
1
1.5
5.5
1,2,3,5,6,8,13
3.
Chapter 2: Fundamental of conflict management
2
1
2
5.5
1,2,3,4,5,6,8,9,12,13
4.
Chapter 2: Fundamental of conflict management
3
0
0
5.5
1,2,3,4,5,6,8,9,12,13
5.
Chapter 3: Plan of negotiation and conflict management
3
0
0
5.5
1,2,3,4,5,6,8,9,12,13
6.
Chapter 3: Plan of negotiation and conflict management
2
1
2
5.5
1,4,5,6,8,9,10,12,13
7.
Chapter 3: Plan of negotiation and conflict management
3
0
0
5.5
1,2,3,4,5,8,9,10,11,12,13
8.
Chapter 4: Negotiation and Conflict management skills
3
0
0
5.5
1,2,3,4,5,8,9,10,11,12,13
9.
Chapter 4: Negotiation and Conflict management skills
2
1
2
5.5
1,2,3,4,5,8,9,10,11,12,13
10.
Midterm
0
3
0
5.5
1,2,3,4,5,8,9,10,11,12,13
11.
Chapter 5: Cross-cultural Negotiation
2
1
2
5.5
1,2,35,7,8,10,11,12,13
12.
Chapter 5: Cross-cultural Negotiation
3
0
0
5.5
1,2,35,7,8,10,11,12,13
13.
Chapter 6: Position and power in negotiation and conflict management
2
1
2
5.5
1,5,7,8,10,11,12,13
14.
Chapter 6: Position and power in negotiation and conflict management
0
3
6
5.5
1,5,7,8,10,11,12,13
15.
Negotiation and conflict management practice
0
3
5
5.5
1,2,3,4,5,6,7,8,9,10,11,12,13
Total
30
15
22.5
82.5
3. COURSE ASSESSMENT
- Score ladder: 10
- Type of assessment
Form
Evaluation content
Evaluation criteria
CLO
Proportion
Formative
Attendance
Attendance in class + participation in lessons
11,12,13
10%
Mid-term test
- Essay writing and group presentation or mid-term written exam
- Content: Subjects covered in this course
30-minute presentation and answer to questions or mid-term written exam 45 minutes
Provide accurate, complete and profound solutions to the essay questions
1,2,3,4,5,8,9,
10,11,12,13
30%
Summative
Final test
- Form: Writing test
- Content: Subjects covered in this course
- Exam: Problem-solving questions/ essay questions
Provide accurate, complete and profound solutions to the questions
1-13
60%
Total:
100%
Evaluation criteria
General requirements for presentations
+ Good presentation content: 5 points
+ Good presentation skills: 3 points
+ Well-prepared Slides 1 point
+ Presentation time as prescribed: 1 point Total: 10 points
Group report
- Format: Essay from 20-25 pages A4
- Content:
- Specific test set Assessment criteria:
+ Define clear, reasonable and feasible problem: 2 points
+ The content matches the topic title, fully solves the research problem: 5 points
+ The document uses truthfully and transparently the data source: 1 point
+ The presentation form, language, tables , cite references : 2 points
Total: 10 points
Test and written test
- Content: problems learned in class and self-study
- Exam format: face-to-face in class
- Time: 60 minutes
- Evaluation criteria:
- Clear ideas , complete, open-minded: 2 points
- Logical, insightful, practical analysis: 4 points
- Using rich references: 1 point
- Clear language, properly cited: 2 points
- Creative in the presentation: 1 point
Total: 10 points