| Learning objectives |
- Knowledge of the global manager's activities in an
intercultural context
- Knowledge of the concepts of culture and intercultural
communication
- Insight into theories and models of international
negotiation
- Knowledge of negotiation strategies in an intercultural
context
- Identify and analyse complex negotiation situations and adjust
relevant negotiation strategies to specific intercultural
circumstances
- Analyse ethical questions in international business
negotiations
- Independently assess and bridge various cultural differences in
international negotiations, especially in an Asian context
- Identify and through negotiation achieve possible shared goals
in intercultural negotiations
|
| Examination |
|
International
Negotiation:
|
| Exam
ECTS |
5 |
| Examination form |
Oral exam based on written product
In order to participate in the oral exam, the written product
must be handed in before the oral exam; by the set deadline. The
grade is based on an overall assessment of the written product and
the individual oral performance, see also the rules about
examination forms in the programme regulations. |
| Individual or group exam |
Individual exam |
| Size of written product |
Please see text below |
|
Individual 8 page synopsis. |
| Assignment type |
Synopsis |
| Duration |
Written product to be submitted on specified date and
time.
20 min. per student, including examiners' discussion of grade,
and informing plus explaining the grade |
| Grading scale |
7-point grading scale |
| Examiner(s) |
Internal examiner and second internal
examiner |
| Exam period |
Autumn |
| Make-up exam/re-exam |
Same examination form as the ordinary
exam
|
|
| Course content, structure and pedagogical
approach |
|
The course aims to enable the student to independently conduct
managerial, international negotiations in an increasingly global
world.
In today’s globalised world, the activities of managers of
multinational corporations as well as middle managers in SMEs
increasingly include business trips and postings abroad as well as
negotiations with foreign suppliers, customers, business partners
and authorities. This means that an increasingly ‘global mindset’
and intercultural understanding is a precondition for the manager’s
ability to successfully analyse and conduct the international
negotiations that are becoming part of their everyday life. In
addition, successful international negotiations require leadership
abilities to accurately assess the individual negotiation
situations and through appropriate measures direct the negotiations
towards a result that is acceptable to both parties.
First, the course provides the student with knowledge of the global
manager’s activities in an intercultural context and goes over
concepts such as 'global mindset’, the MBI model and ‘cultural
intelligence’. Subsequently, intercultural communication is
discussed and the cultural dimension of international negotiations
is examined.
After discussing the individual elements of international
negotiations and relevant negotiation methods, strategies and
theories, separate lectures and relevant cases will focus on
international negotiations with Asian countries such as China,
India, Japan and certain South East Asian countries. Finally, the
central concepts of international negotiations are summarised with
a focus on the advantages of long-term, win-win negotiation
solutions.
|
| Description of the teaching methods |
This course is attendance-based with online
elements.
Lectures, reviews of theory, cases and video clips will be
supplemented with intense discussions in class.
The student is expected to have read the material for the
respective lectures in advance with a view to actively participate
in discussions. |
| Feedback during the teaching period |
The studens will be given a multiple choice quiz
during the course and receive immediate feedback. As a prelude to
the exam, the students must prepare a synopsis about a concluded or
current negotiation process.
During the preparation, the students will continuously have the
opportunity of mentor feedback and sparring with the lecturer in
relation to their chosen negotiation process. This feedback can be
given via email, in the chat forum in Canvas and via phone/Skype.
Finally, the students can participate in 2-3 negotiation role plays
with immediate feedback.
|
| Student workload |
| Lectures |
21 hours |
| Preparation (including exercises) |
66 hours |
| Exam preparation and synopsis |
50 hours |
|
| Further Information |
|
The teaching activities will take place on Saturdays
from 9:50-12:35 in weeks 33-39.
Written exam hand-in 12.October 2021
Oral exam 23.October and 25.October
2021.
|
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