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2013/2014  BA-HA_HU8D  International Business Negotiation

English Title
International Business Negotiation

Course information
Language English
Exam ECTS 7.5 ECTS
Type Elective
Level Bachelor
Duration Summer
Course period Summer
Please check www.cbs.dk/summer for the course schedule.
Time Table Please see course schedule at e-Campus
Study board
Study Board for BSc in Economics and Business Administration
Course coordinator
  • Course instructor - Andreas M. Hartmann, Tecnologico de Monterrey
    Patricia Plackett - Department of Operations Management (OM)
Main academic disciplines
  • Globalization, International Business, markets and studies
  • Communication
  • Language and Intercultural Studies
Last updated on 02-08-2013
Learning objectives
At the end of the course, students should be able to demonstrate the following skills:
  • Plan rationally for negotiations
  • Identify, use, and counter tactics and tricks in negotiations
  • Understand the ethical issues in international negotiations
  • Understand the cultural bases of negotiation behaviour in different countries around the world
  • Adapt to cross-cultural settings in business dealings
Course prerequisites
For fully benefiting from this course, students should fulfill the following requirements:
- Some experience working with people from different cultures
- Good communication skills in English
- Basic knowledge of business
Prerequisites for registering for the exam
Requirements about active class participation (assessed approved/not approved)
Mandatory Mid-term Assignment: In order to be allowed to present the final assignment, each student (or team of two students) must have given one short presentation on a case of international business negotiations, based on a specific format that will be provided in the course. The presentations must be in PowerPoint format, with a maximum length of 6 slides (+ 1 for references) with a maximum of 75 words each, to be uploaded to the course web site LEARN.
Examination
4-hour written exam:
Examination form Written sit-in exam
Individual or group exam Individual
Assignment type Written assignment
Duration 4 hours
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Summer Term
Aids allowed to bring to the exam Limited aids, see the list below and the exam plan/guidelines for further information:
  • Additional allowed aids
  • Allowed dictionaries
  • Books and compendia brought by the examinee
  • Notes brought by the examinee
Make-up exam/re-exam
Same examination form as the ordinary exam
If the number of registered candidates for the make-up examination/re-take examination warrants that it may most appropriately be held as an oral examination, the programme office will inform the students that the make-up examination/re-take examination will be held as an oral examination instead.
Description of the exam procedure
Books, printed notes, own notes and dictionaries. Students will be allowed to upload electronic files from USB BEFORE the exam.
Course content and structure

The objective of this course is to prepare students to engage in negotiations with business partners in their own cultures as well as with international partners.  Students will become acquainted with the planning, processes, and psychology of negotiation and how culture influences negotiation behavior.
The course is divided into two sections: The first deals with the theoretical bases and fields of application of negotiation, while the second part looks at negotiation behavior in different regions of the world.
Course topics:

  • Distributive negotiation
  • The Harvard model of integrative negotiations
  • The psychology of negotiation
  • Ethics in negotiation
  • Planning for negotiation: Beyond the table
  • Cross-cultural communication
  • National cultures and negotiation styles
  • Business cultures of selected countries around the globe (according to students’ interests)

The course's development of personal competences:
 
This course is designed to help students develop the following competences:

  • Carry out an effective preparation for a business negotiation
  • Apply the most common negotiation strategies and tactics
  • Appreciate their own strengths and weaknesses as negotiators
  • Adapt their negotiation behaviors to the rules of doing business in different countries of the world
Teaching methods
This course uses a combination of several didactic methods that are designed to maximize student participation:
- Video cases of negotiation
- Teacher’s presentations on concepts and theoretical models
- Analysis of short cases
- Classroom negotiation exercises (simulations)
All methods include extensive classroom discussions

Preliminary Assignment:
To help students get maximum value from ISUP courses, students are required to do a preliminary assignment in order to 'jump-start' their learning process. This is the task:
- Find a short video with a business-related negotiation scene from a movie or TV show (in English language).
- Transcribe the dialogue (may be in summarized form).
- Describe the negotiation parties and the relationship between them.
- Describe the parties’ goals in this specific negotiation.
- Describe the tactics that the parties use to influence the other parties.
- Describe who wins and who loses in the negotiation. What do they win or lose?
- Suggest alternative actions that one or both parties could have taken to change the result of the negotiation.
- Hand in a short report (1 page) including the above points and appropriate documentation of the source (including URL).
The instructor will select two or three of the most interesting cases submitted to be discussed in the 2nd week of classes.

Negotiation scenes can be found on DVDs or on the internet through Youtube or similar web sites, including staged business-related reality shows (e.g., Dragons’ Den, Shark Tank) or fictional TV shows involving business people and lawyers (e.g. The Good Wife, 30 Rock). Full feature movies can also include negotiation scenes that can be analyzed (e.g., Erin Brockovich, The Social Network).
Expected literature

Textbook: [259 pages of text]

  • Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Essentials of Negotiation, 5th ed. Boston, MA: McGraw-Hill.  ISBN: 978-0073530369 (Paperback edition ISBN. 9780071267731)

Selected chapters from the following books (will be made available online): [about 15 pages each, for an approx. total of 135 pages]

  • Cellich, C. & Jain, S. C. (2004). Global Business Negotiations: A Practical Guide. Mason, OH: South-Western.
  • Harris, P. R., Moran, R. T., & Moran, S. V. (2007). Managing Cultural Differences: Global Leadership Strategies for the 21st Century, 7th ed. Amsterdam: Elsevier/Butterworth-Heinemann.
  • Hodgson, J. D., Sano, Y., & Graham, J. L. (2007). Doing Business with the New Japan: Succeeding in America's Richest International Market, 2nd ed.Rowman & Littlefield.
  • Lewicki, R. J., Barry, B., & Saunders, D. M. (Eds.). (2009). Negotiation: Readings, Exercises and Cases, 6th ed. Boston, MA: McGraw-Hill.
  • Seligman, S. D. (1999). Chinese Business Etiquette: A Guide to Protocol, Manners, and Culture in the People's Republic of China. Grand Central Publishing.
  • Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People, 2nd ed. London, UK: Penguin.
  • Thompson, L. L. (2009). The Mind and Heart of the Negotiator, 4th ed. Upper Saddle River, NJ: Prentice Hall.
  • Watkins, M.  (2002). Breakthrough Business Negotiation: A Toolbox for Managers. San Francisco: Jossey-Bass.
  • Weiss, S. E. with W. Stripp. (1998). Negotiating with Foreign Businesspersons: An Introduction for Americans with Propositions on Six Cultures.  In S. Niemeier, C. P. Campbell, & R. Dirven (Eds.), The Cultural Context in Business Communication (pp. 51-118).  Amsterdam: John Benjamins.

Journal Articles (Will be made available online): [61 pages plus some 25 pages for negotiation exercises]

  • Lax, D. A. & Sebenius, J. K. (2003). 3-D negotiation: Playing the whole game. Harvard Business Review, 81, 64-74.
  • Ott, U. F. (2011). The influence of cultural activity types on buyer-seller negotiations: A game theoretical framework for intercultural negotiations. International Negotiation, 16, 427-450.
  • Weiss, S. E. (1994). Negotiating with “Romans”: Parts 1 and 2. Sloan Management Review, 35(2), 51-61 and 35(3), 85-99.
  • Additional negotiation exercises
NB: A mandatory simulation case pack will be made available for purchase prior to the beginning of the course via the CBS webshop. However, the cases will be distributed in class by the professor. Students will not be able to participate in the course without the purchase of the case pack. You will recieve further information regarding this per e-mail prior to the course start.
Last updated on 02-08-2013