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Disciplina asociada:Negocios internacionales |
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Escuela:
Por definir
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Departamento Académico:
Por definir
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Programas académicos: |
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Requisitos:(Haber Aprobado NI00851) |
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Equivalencia:NI95871 ; OR00871 ; NI2001 |
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Intención del curso en el contexto general del plan de estudios: |
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Objetivo general de la Unidad de Formación: |
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| Desarrollar la habilidad negociadora con una perspectiva internacional mediante la resolución de casos tomando como base el estudio de la comunicación intercultural y el manejo de técnicas de negociación eficaz. La filosofía de ganar-ganar. Negociación integrativa. Negociación distributiva. Estudio de relaciones de poder y relevancia del negocio. El proceso de negociación. El debate como herramienta de desarrollo de pensamiento crítico. | |||||
Técnica didáctica sugerida: |
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| No especificado | |||||
Bibliografía sugerida: |
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LIBROS DE TEXTO: * MCGRAW-HILL INC, INTERNATIONAL BUSINESS: A STRATEGIC MANAGEMENT APPROACH, 1995, eng, * Avila Marcué F., INTERNATIONAL MANAGEMENT BEHAVIOR, 2, Kent Publishing C, 1995, eng, * MANAGING CULTURAL DIFFERENCES, eng, * Lewicki, Roy J, Negotiation : Readings, Exercises, And Cases, 2nd ed, * NEGOTITION: READINGS, EXERCISES AND CASES, 2, 1993, eng, LIBROS DE CONSULTA: * Gesteland, Richard R., Cross-Cultural Business Behavior, Copenhagen Business School Press, 1999, * Hayt, William Hart,JR., GEROLD W. NEUDECK., Electronic circuit analysis and design, 2a ed., Wiley & Sons, 1995, Inglés, * Avila Marcue, Felipe., Estrategias de promoción en comercio exterior, 3a., ed., Editorial Trillas, UDEM,, 1997, Español, * Hodgetts, Richard M., International Management: Culture, Strategy and Behavior, 4a. Ed., Irwin/McGraw-Hill, 2000, * Schneider, Susan, Managing across cultures, * Unt, Iwar, Negotiations without a loser, Copenhagen Business School Press, 1999, * Avila Marcue, Felipe., Tácticas para la negociación internacional : las diferencias culturales, 1a. Ed., Trillas, 1998, Español, |
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Perfil del Profesor: |
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(521101)Maestría en Comercio/Negocios Internacionales ; (520201)Maestría en Administración/Dirección de Negocios ; (451001)Maestría en Ciencias Políticas ; (521401)Maestría en Mercadotecnia ; (450901)Maestría en Relaciones Internacionales ; (521101)Doctorado en Comercio/Negocios Internacionales ; (520201)Doctorado en Administración/Dirección de Negocios ; (451001)Doctorado en Ciencias Políticas ; (521401)Doctorado en Mercadotecnia ; (450901)Doctorado en Relaciones Internacionales CIP: 521101, 520201, 451001, 521401, 450901 |
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Discipline:International Business |
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School:
Undefined
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Academic Department:
Undefined
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Programs: |
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Prerequisites:( NI00851) |
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Equivalences:NI95871 ; OR00871 ; NI2001 |
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Course intention within the general study plan context: |
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Course objective: |
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| Development of the negotiation capability from an international perspective through case resolution based on intercultural communication and management of efficient negotiation techniques. The win-win philosophy. Integrative negotiation. Distributive negotiation. Study of power relationships and business relevance. The negotiation process. Debates as development tools for critical thinking. | |||||
Teaching and learning tecniques: |
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| Not Specified | |||||
Suggested Bibliography: |
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TEXT BOOKS: * MCGRAW-HILL INC, INTERNATIONAL BUSINESS: A STRATEGIC MANAGEMENT APPROACH, 1995, eng, * Avila Marcué F., INTERNATIONAL MANAGEMENT BEHAVIOR, 2, Kent Publishing C, 1995, eng, * MANAGING CULTURAL DIFFERENCES, eng, * Lewicki, Roy J, Negotiation : Readings, Exercises, And Cases, 2nd ed, * NEGOTITION: READINGS, EXERCISES AND CASES, 2, 1993, eng, BOOKS FOR CONSULTATION: * Gesteland, Richard R., Cross-Cultural Business Behavior, Copenhagen Business School Press, 1999, * Hayt, William Hart,JR., GEROLD W. NEUDECK., Electronic circuit analysis and design, 2a ed., Wiley & Sons, 1995, Inglés, * Avila Marcue, Felipe., Estrategias de promoción en comercio exterior, 3a., ed., Editorial Trillas, UDEM,, 1997, Español, * Hodgetts, Richard M., International Management: Culture, Strategy and Behavior, 4a. Ed., Irwin/McGraw-Hill, 2000, * Schneider, Susan, Managing across cultures, * Unt, Iwar, Negotiations without a loser, Copenhagen Business School Press, 1999, * Avila Marcue, Felipe., Tácticas para la negociación internacional : las diferencias culturales, 1a. Ed., Trillas, 1998, Español, |
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Academic credentials required to teach the course: |
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(521101)Master Degree in International Business/Trade/Commerce and (520201)Master Degree in Business Administration/Management and (451001)Master Degree in Political Relations and (521401)Master Degree in Marketing and (450901)Master Degree in International Relations and (521101)Doctoral Degree in International Business/Trade/Commerce and (520201)Doctoral Degree in Business Administration/Management and (451001)Doctoral Degree in Political Relations and (521401)Doctoral Degree in Marketing and (450901)Doctoral Degree in International Relations CIP: 521101, 520201, 451001, 521401, 450901 |
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