Бакалавриат
2026/2027
Навыки коммуникации и ведения переговоров
Статус:
Курс обязательный (Международная программа «Международные отношения и глобальные исследования»)
Кто читает:
Факультет мировой экономики и мировой политики
Где читается:
Факультет мировой экономики и мировой политики
Когда читается:
3-й курс, 3 модуль
Охват аудитории:
для своего кампуса
Язык:
английский
Кредиты:
3
Контактные часы:
40
Course Syllabus
Abstract
The course introduces students to the basics of diplomacy, trains negotiation and anti-crisis communication skills that can be applied during both face-to-face political interactions and at the institutions of global governance. It introduces students to international practices of protocol and business etiquette, and explains the peculiarities of cross-cultural communication, taking into account such features as religion, cultural code and customs of different countries
Learning Objectives
- Develop the ability to demonstrate a critical understanding of the nature and development of global diplomacy, drawing on a variety of relevant contributing disciplines in the broad field of International Studies;
- An understanding of changes in diplomatic practices and procedures and the relationship of those changes to contemporary politics;
- A sound grounding in both theoretical and empirical approaches to debates in diplomacy so that students have been exposed to the and skills needed to analyse global diplomacy;
Expected Learning Outcomes
- A definition of what classical diplomatic texts are. What is diplomacy? The nature of diplomacy and the construction of its definition
- Explains modern concepts of international diplomatic negotiations
- Be able to effectively prepare to any negotiations, close the deal without surprises
- Know the basic principles of effective negotiations, the main theories of negotiations; gain skills of research to obtain necessary information
- Able to conduct business negotiations in foreign languages (one oriental and English).
- Ability to conduct intercultural negotiations
Course Contents
- Negotiations in World Politics
- Negotiation Skills
- Multilateral Negotiations and International Organisations
- Cross-cultural negotiations
- Diplomatic Protocol
- Contemporary etiquette
Interim Assessment
- 2026/2027 3rd module0.4 * Group projects + 0.25 * In-class participation + 0.35 * Oral exam
Bibliography
Recommended Core Bibliography
- 1177 - Business Etiquette: 101 Ways to Conduct Business With Charm & Savvy - Ann Marie Sabath - Career Press - 9781601637499 - https://hse.alpinadigital.ru/book/1177 - Alpina
- Amrita Narlikar. (2006). Fairness in International Trade Negotiations: Developing Countries in the GATT and WTO. The World Economy, 8, 1005. https://doi.org/10.1111/j.1467-9701.2006.00833.x
- An introduction to intercultural communication : identities in a global community, Jandt, F. E., 2010
- Behind the scenes at the WTO : the real world of international trade negotiations: lessons of Cancun, Jawara, F., 2004
- Berridge, G. (2015). Diplomacy : Theory and Practice (Vol. Fifth edition). Houndmills, Basingstoke: Palgrave Macmillan. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1054179
- Chen,Ge. (2018). Copyright and International Negotiations. Cambridge University Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsrep&AN=edsrep.b.cup.cbooks.9781316615218
- Cichosz, I. (2017). Succesfull International Negotiations. Journal of Intercultural Management, (1), 31. https://doi.org/10.1515/joim-2017-0002
- Communicating globally : intercultural communication and international business, Schmidt, W. V., 2007
- Communicating in global business negotiations : a geocentric approach, Rudd, J. E., 2007
- Communication skills for effective management, Hargie, O., 2004
- Cross-cultural and intercultural communication, , 2003
- Diplomacy games : formal models and international negotiations, , 2007
- Economic analysis for international trade negotiations : the WTO and agricultural trade, Gaisford, J. D., 2001
- Effective personal communication skills for public relations, Green, A., 2006
- Egil Kjerstad. (2005). Auctions vs negotiations: a study of price differentials. Health Economics, (12), 1239. https://doi.org/10.1002/hec.1004
- English for business communication : a short course consisting of five modules: Cultural diversity and socialising, Telephoning, Presentations, Meetings and Negotiations: student's book, Sweeney, S., 2003
- English for international negotiations : a cross-cultural case study approach, Rodgers, D., 1999
- English for international negotiations : a cross-cultural case study approach, Rodgers, D., 2001
- Etiquette guide to Korea : know the rules that make the difference!, Mente, B. L. de, 2017
- Exploring intercultural communication : language in action, Hua, Z., 2014
- G. R. Berridge. (2022). Diplomacy : Theory and Practice (Vol. 6th ed. 2022). Palgrave Macmillan.
- Handbook of information security. Vol.1: Key concepts, infrastructure, standards, and protocols, , 2006
- Heupel, M. V. (DE-588)13042790X, (DE-576)171965523, aut. (2018). International organisations and human rights : what direct authority needs for its legitimation / Monika Heupel (Junior Professor for International and European Politics, Otto-Friedrich-Universität Bamberg), Gisela Hirschmann (Assistant Professor of International Relations, Leiden University), and Michael Zürn (Professor, Director of the Research Unit Global Governance, WZB Berlin Social Science Center). Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edswao&AN=edswao.506094812
- Heupel, M., Hirschmann, G., & Zürn, M. (2018). International organisations and human rights: What direct authority needs for its legitimation. EconStor Open Access Articles, 343.
- Intercultural communication : a contextual approach, Neuliep, J. W., 2015
- Intercultural communication : a new approach to international relations and global challenges, Sadri, H. A., 2011
- Intercultural communication : a practical guide, Novinger, T., 2001
- Intercultural communication : building a global community, Patel, F., 2011
- Intercultural communication : globalization and social justice, Sorrells, K., 2013
- Intercultural communication in the global workplace, Beamer, L., 2008
- Intercultural communication, , 2017
- Intercultural communication. Vol.1: Structural and ideational foundations, , 2010
- Intercultural communication. Vol.2: Studying intercultural communication, , 2010
- Intercultural communication. Vol.3: The person and culture, , 2010
- Intercultural communication. Vol.4: Managing intercultural communication, , 2010
- International business negotiations, , 2005
- International negotiations, Powell, M., 2011
- International Negotiations, Student's Book with Audio CDs, 4th printing, 112 p., Powell, M., 2015
- Introducing intercultural communication : global cultures and contexts, Liu, S., 2011
- Jacks, A. (2018). Negotiations. [S.l.]: Legend Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1719907
- Johnson, K. M. (2017). Negotiations : Insights, Strategies and Outcomes. New York: Nova Science Publishers, Inc. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1540044
- Kissinger, H. (2012). Diplomacy. London: Simon & Schuster UK. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1992748
- Kopelman, S., & Rosette, A. S. (2008). Cultural variation in response to strategic emotions in negotiations. Group Decision & Negotiation, 17(1), 65–77. https://doi.org/10.1007/s10726-007-9087-5
- Licensing in international strategy : a guide for planning and negotiations, Contractor, F. J., 1985
- Mautner-Markhof, F. (2019). Processes Of International Negotiations. New York, NY: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=2199070
- Orsini, A. (2014). The European Union With(in) International Organisations : Commitment, Consistency and Effects Across Time. Farnham, Surrey, England: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=797106
- Post-merger intercultural communication in multinational companies : a linguistic analysis, Burek, C., 2010
- Professional communication skills in social work, Sidell, N., 2008
- Protocolo y organizacion de eventos, Otero Alvarado, M. T., 2009
- Ruppel, F. J., Boadu, F. O., & Peterson, E. W. F. (1991). Federalism, Opportunism, and Multilateral Trade Negotiations in Agriculture. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.4AAD4FC4
- Simintiras, A. C., & Reynolds, N. (2003). International Business Negotiations. [Bradford, England]: Emerald Group Publishing. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=139985
- Tariff negotiations and renegotiations under the GATT and the WTO : procedures and practices, Hoda, A., 2002
- The handbook of critical intercultural communication, , 2013
- The international encyclopedia of communication. Vol.6: Intercultural communication in health-care - media content and social networks, , 2008
- The politics of climate change negotiations : strategies and variables in prolonged international negotiations, Downie, C., 2014
- The Routledge handbook of language and intercultural communication, , 2012
- Trade negotiations in Latin America : problems and prospects, , 2003
- Understanding intercultural communication, Ting-Toomey, S., 2012
- Video conference: communication skills for work and travel : video resource book, Falla, T., 1996
- Voices, identities, negotiations, and conflicts: writing academic across cultures, , 2011
- Wang, H. K. H. (2018). Business Negotiations in China : Strategy, Planning and Management. Abingdon, Oxon: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1662142
- Yu-Te Tu. (2013). A Comparison on Intercultural Business Negotiations of Asia’s Four Little Dragons. International Journal of Business and Social Research, 3(4), 65–79. https://doi.org/10.18533/ijbsr.v3i4.30
Recommended Additional Bibliography
- 1183 - Don't Take the Last Donut: New Rules of Business Etiquette - J.Bowman - Career Press - 9781601638748 - https://hse.alpinadigital.ru/book/1183 - Alpina
- Environmental goods and services negotiations at the WTO : lessons from multilateral environmental agreements and ecolabels for breaking the impasse / Aaron Cosbey ... International Institute for Sustainable Development. (2010).
- Geiger, M., & Pécoud, A. (2014). International Organisations and the Politics of Migration. Journal of Ethnic & Migration Studies, 40(6), 865–887. https://doi.org/10.1080/1369183X.2013.855071
- Rose, M. V. aut. (2017). A new cultural diplomacy : the integration of cultural relations and diplomacy / Martin Rose. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edswao&AN=edswao.491786824
- Sandra Dema-Moreno. (2009). Behind the negotiations: Financial decision-making processes in Spanish dual-income couples. Feminist Economics, (1), 27. https://doi.org/10.1080/13545700802620575