English for Negotiations
BANS Business & Negotiation Skills
Schedule
Every day (apart from Friday, which is devoted to testing and participants' presentations) there will be three sessions. Each session lasts for 2.15 hrs (3 academic hours with a short break after the first hour). In all, the programme covers over 40 academic hours of lectures, workshops and classes focused on different aspects of business and negotiation skills. Participants will be also asked to work on their own and should devote about 2 hrs daily for self-study.
Programme Description
The Business & Negotiation Skills programme is designed to meet the professional needs of managers who are not native speakers of English. Over years of working with managers from all over the world, we have witnessed great interest in the possibility developing presentation skills, which are vital for those working in multi-national environment as well as idiomatic, business English as a key to understanding the issues addressed by people from different countries, using English as platform of bridging common interest. The third component of the programme focuses on negotiations and mediation.
Presentations
- Language of presentation
- Setting your goals & objectives
- Eye contact
- Body Language
- Visual aids
- Pace and manner of presentation
- Getting the audience involved
- Dealing with interruptions
- Concluding
Idiomatic Business English
- Language of International Business Meetings
- Directness & Indirectness
- Business English Idioms and the language of commerce and company structure
- Idiomatic Expressions
Negotiations
The programme on negotiations is divided into three stages. Each stage is combined with case studies, when participants have the possibility to practice the acquired knowledge and to work on resolving problems. The course is aimed at managers for whom negotiation is vital, and for students who plan to follow a managerial career. Over the last two years the programme has been attended by managers and presidents of medium sized corporations, who perceived the programme as useful and practical.
Stage 1: International Communication & Negotiations:
- Culture versus communication & negotiations
- Constructive communication in negotiations
- Achieving smooth communication on an international platform
- What stops successful negotiations.
- History of mediation & ADR.
- Negotiation skills
Stage 2: Leading & Managing Negotiations:
- Common negotiating ploys
- Dealing with tricky negotiations
- Effective Negotiations
- Different styles
- Positions & interests
- Mediation concept
- Evaluating BATNA & WATNA
- Bargaining Styles
- Leverage
Stage 3: Analysis of negotiation:
- Strengths & weaknesses
- What to remember
- Individual or team negotiations
- Preparing negotiation team
- Decision phase of negotiations
- Mediation Concept
- Breaking deadlock
- Generous reciprocal bargaining theory
- Problem vs. people
Lecturers
Presentations, Business Idiomatic English and Language of Negotiations will be taught by Alex Allen & Kerry Tavakoli, University of St Andrews, Extension Language Programmes. Mr Allen and Mrs Tavakoli's programme has been taught to executives, managers and post graduate students coming to learn at University of St Andrews, ELP from all over the world. The programme is based on practical lectures and workshops, where participants have to present their skills and their development is evaluated. Successful Completion of the programme will be recognised with a certificate.The Negotiations and Mediation programme will be delivered by Piotr Jednaszewski PhD, Sole Representative of University of St Andrews, ELP for Central & Eastern Europe. Dr Jednaszewski has been involved in lecturing Negotiations and Mediations to managers and post graduate students as well as negotiating the contracts with people from different countries for over 15 years. He is also a licensed Hostage Negotiator, IAHN, USA. All Dr Jednaszewski`s classes are conducted in the form of workshops and lectures, where participants perform different negotiation and mediation tactics, sharing their knowledge, experience and developing professional skills. Successful candidates will be awarded a certificate of completion.
Dates, prices and enrolment
Enrolment to this course will be through Dr Jednaszewski's offices. Please contact him directly at pj21@st-andrews.ac.uk. At the moment there are no courses scheduled. Please check back at a later date.