Cross-Border Negotiations (ILV)

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Course lecturer:

 Alfons Priessner , MSc
Course numberM4.05170.20.521
Course codeCrBNeg
Curriculum2016
Semester of degree program Semester 2
Mode of delivery Presencecourse
SPPW1,0
ECTS credits1,0
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%