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Negotiation and Communication

2-yr Evening Program Senior Class Spring Semester 2011 Instructor: Inga Koehler Required Textbook: Malcolm Goodale; The English Language of Meetings: A Pragmatic Perspective. Negotiation and Communication. Course objectives and requirements.

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Negotiation and Communication

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  1. 2-yr Evening Program Senior Class Spring Semester 2011 Instructor: Inga Koehler Required Textbook: Malcolm Goodale; The English Language of Meetings: A Pragmatic Perspective Negotiation and Communication

  2. Course objectives and requirements • At the end of the course students will be able to master the skills necessary for successful business negotiations. • Students will practice individually, in pairs and small groups. • Midterm and final exams account for 30 and 40 per cent respectively, homework and active participation for another 30 per cent. • Missing more than one third of the class constitutes mandatory failure.

  3. Week 1Unit 1 • Language of Meetings • Using would; asking questions; adding n’t to suggestions; introductory phrases; I’m afraid; qualifiers

  4. Week 2Unit 1 • Language of Meetings • Not+very+positive adj.; comparatives; continuous forms; stressed words; stressed auxiliaries; collocations • Critical Thinking Questions for Discussion

  5. Week 3Unit 2 • Presenting an argument • Beginning; ordering; introducing a new point; adding; giving an example; balancing; generalizing; stating preferences; concluding • Critical Thinking Questions for Discussion

  6. Week 4Unit 3 • Opinions • Asking for an opinion; asking for a reaction; giving strong opinions; giving neutral opinions; giving tentative opinions; bringing in to answer a question; bringing in to present a point; summarizing • Critical Thinking Questions for Discussion

  7. Week 5Unit 4 • Agreeing and Disagreeing • Strong agreement; neutral agreement; partial agreement; softening strong disagreement; strong disagreement; softening neutral disagreement; neutral disagreement; tactful disagreement • Critical Thinking Questions for Discussion

  8. Week 6Unit 5 • Interrupting • Interrupting; taking the floor; commenting; coming back to a point; preventing an interruption; pre-empting an interruption • Critical Thinking Questions for Discussion

  9. Week 7 • National Holiday

  10. Week 8Unit 6 • Clarifying • Asking for confirmation; asking for a repetition; correcting misunderstandings; rephrasing • Critical Thinking Questions for Discussion

  11. Week 9 • Midterm exam • Students will take a written test covering material studied during the first half of the semester.

  12. Week 10Unit 7 • Questioning • Asking general questions; asking for further information; playing for time; saying nothing; questioning • Critical Thinking Questions for Discussion

  13. Week 11Unit 8 • Proposals • Strong, neutral and tentative proposals; expressing total support; expressing support; expressing partial support; expressing total opposition; expressing opposition; expressing tentative opposition • Critical Thinking Questions for Discussion

  14. Week 12Unit 9 • Persuading • Asking questions; adding information; challenging; expressing reservation; reassuring • Critical Thinking Questions for Discussion

  15. Week 13 • Review

  16. Week 14 • Final exam • Students will engage in a meeting putting into practice what they have learned during this course. • There should not be more than three students to a group.

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