Cross-Border Negotiations (ILV)Back
|Semester of degree program||Semester 2|
|Mode of delivery||Presencecourse|
|Language of instruction||English|
Having successfully completed this course students:
are aware of their own personal negotiation style and preferences
have developed increased cultural awareness of negotiation situations
recognize and understand culture-based differences in negotiation style and communication
have gained tools for discussing issues that involve conflicts of interest and trade-offs with international business partners
are equipped with the skills necessary to become effective negotiators in an intercultural environment
"Intercultural Communication" course
Process dynamics of cross-border negotiations
The influence of power and culture on international negotiations
The role of decision-making and governance in cross-border negotiation
Preparing for negotiation in an intercultural context
Dealing with differences in negotiation situations
Resolving disputes across cultural boundaries
Practical negotiation exercises
Fells, R. (2012). Effective Negotiation: From Research to Results. 2nd ed. Cambridge: Cambridge University Press.
Gelfand, M. J. & Brett, J. M. (2004). The Handbook of Negotiation and Culture. Stanford, CA: Stanford University Press.
House, R. J., Hanges, P. J., Javidan, M., Dorfman, P., & Gupta, V. (2004). Culture, Leadership, and Organizations: The GLOBE Study of 62 Societies. Thousand Oaks, CA: Sage Publications.
McKenzie, I. (ed.) (2013). Intercultural Negotiations. Abingdon: Routledge.
Moore, C. W. & Woodrow, P. J. (2010). Handbook of Global and Multicultural Negotiation. San Francisco, CA: Jossey-Bass.
A mixed method of instruction will be used for this course, including lectures, discussion, self-study, group work and negotiation exercises.
Class participation: 30%
Reflection exercise: 70%