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2012/2013  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 NOTE: The course schedule is at the moment ONLY available at www.cbs.dk/summer
Time Table Please see course schedule at e-Campus
Study board
Study Board for BSc in Economics and Business Administration
Course coordinator
  • Faculty - Andreas M. Hartmann, Tecnologico de Monterrey
    Patricia Plackett - Department of Operations Management
Main Category of the Course
  • Communication
Last updated on 23-04-2012
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
Prerequisite
For fully benefiting from this course, students should fulfil the following requirements:
Some experience working with people from different cultures
Good communication skills in English
Basic knowledge of business
Examination
International Business Negotiation
4-hour written exam, closed book:
Type of test Written Exam
Marking scale 7-step scale
Second examiner No second examiner
Exam period Summer Term
Aids Closed Book
Duration 4 Hours
The final exam will include three main tasks:
  • Defining the basic concepts of negotiation theory
  • Analyzing a written-up case of international negotiations
  • Preparing for negotiating a project in a foreign country
Mandatory Feedback Assignment
In order to be allowed to present the final assignment, each student must have given one short presentation on a specific topic of the negotiation or the business culture of a specific country, based on at least 10 academic sources.
Course content
This 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 behaviour in different regions of the world.
 
Course topics:
  • The Harvard model of negotiations
  • Consultants’ challenges to the Harvard model
  • 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:
Course participants will acquire 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 behavior in different countries around the world
  • Adapt to cross-cultural settings in business dealings
Teaching methods
The course uses a combination of several didactic methods:
•A video case on negotiation
•Teacher’s presentations on concepts and theoretical models
•Analysis of short cases
•Classroom negotiation exercises
All methods include extensive classroom discussions
Expected literature
Textbook to be bought by students:
  • Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Essentials of Negotiation, 5th ed. Boston, MA: McGraw-Hill.  ISBN: 978-0073530369
  • International Business Negotiation - Paperback edition isbn. 9780071267731.
 
Selected chapters from the following books (to be found in the compendium):
  • Brett, J. M.  (2007). Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 2nd ed. San Francisco, CA: Jossey-Bass.
  • 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.
  • Lewicki, R. J., Barry, B., & Saunders, D. M. (Eds.). (2009). Negotiation: Readings, Exercises and Cases, 6th ed. Boston, MA: McGraw-Hill.
  • Watkins, M.  (2002). Conceptual Glossary. In: Breakthrough Business Negotiation: A Toolbox for Managers. San Francisco: Jossey-Bass, pp. 263-269.
  • 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.
  • Additional negotiation exercises
 
Journal Articles:
  • Weiss, S. E. (1994). Negotiating with “Romans”: Parts 1 and 2. Sloan Management Review, 35(2): 51-61 and 35(3): 85-99.     
  • Other articles to be defined
Last updated on 23-04-2012