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1. COURSE OBJECTIVES
International trade negotiation is scientific and art learning to make 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 business. After completing the subject, students mostly understand the fundamental, skills, actual cases of international trade negotiation, disputes resolution, collaborative relationship development. The subject develops critical ability of the learners in analyzing, designing and implementing a successful negotiation plan and task in their business and working place.
2. COURSE CONTENTS
No
Contents
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 international negotiation
3
0
0
5.5
CLO 1,2,3,5,6,8,13
2
Chapter 1: Fundamental of international negotiation
2
1
1.5
5.5
CLO 1, 2,3, 5,6, 8,13
3
Chapter 2: International negotiation Planning
3
0
0
5.5
CLO 1, 2, 3, 4, 5, 6,8, 9, 10, 12, 13
4
Chapter 2: International negotiation Planning
1
2
3
5.5
CLO 1, 2, 3, 4, 5, 6,8, 9, 10, 12, 13
5
Chapter 2: International negotiation Planning
3
0
0
5.5
CLO 1, 2, 3, 4, 5, 6,8, 9, 10, 12, 13
6
Chapter 3: International negotiation Operation
3
0
0
5.5
CLO 1, 4, 5, 6, 8, 9, 10, 12, 13
7
Chapter 3: International negotiation Operation
2
1
1.5
5.5
CLO 1, 4, 5, 6, 8, 9, 10, 11, 12, 13
8
Chapter 4: International negotiation Skills
2
1
1.5
5.5
CLO 1, 4, 5, 6, 8, 9, 10, 11, 12, 13
9
Chapter 4: International negotiation Skills
3
0
0
5.5
CLO 1, 4, 5, 6, 8, 9, 10, 11, 12, 13
10
Middle term Exam
0
0
0
5.5
CLO 1, 4, 5, 6, 8, 9, 10, 11, 12, 13
11
Chapter 5: Cross-cultural Negotiating
2
1
1.5
5.5
CLO 1,2, 3, 5, 7, 8, 10, 11, 12, 13
12
Chapter 5: Cross-cultural Negotiating
2
1
1.5
5.5
CLO 1,2, 3, 5, 7, 8, 10, 11, 12, 13
13
Chapter 6: Position and power in international trade negotiation
2
2
3
5.5
CLO 1, 5, 7, 8, 10, 11, 12, 13
14
Chapter 6: Position and power in international trade negotiation
2
3
4.5
5.5
CLO 1, 5, 7, 8, 10, 11, 12, 13
15
International trade negotiation practice
0
3
4.5
5.5
CLO 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
Content
Criteria
CLO
Proportion
Formative
Attendance
check students randomly; 15-minute test of knowledge taught in class.
Total point: 10 pts
1,2,3,4,5,6,7,8,9,10, 11,12,13
10%
Midterm Test
Writing test/ written report
Subjects covered in this course
- Group report: the content should be relevant to the topic. The report should indicate relevant information and be formatted on A4 paper size, font size 14, presented on Time New Roman font or VnTime. The margins of upper, lower, left and right should be 2.5 cm, 2.5 cm, 3.5 cm, and 2 cm respectively with a line spacing of 1.5 lines. The report should have a length of 10-15 pages.
- Define the problem clearly, logically, and feasible: 2 pts
- The content matches the topic title, completely solving the research problem: 5 pts
- Reliable and transparent use of data sources: 1 pt
- Format of presentation, language, tables, citation of references: 2 pts
Total mark: 10 pts
CLO 1, 4, 5, 6, 8, 9, 10, 11, 12, 13
20%
Summative
Final test
Written test
Issues have been studied
Test questions include self-reflection questions and case questions
- Answer clearly and correct self-reflection questions: 8 pts
- Good analysis of case study questions: 2 pts
Total mark: 10 pts
otl0 ponts
1,2,3,4,5,6,8,9,10,11,12,13
60%