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2015/2016  BA-BHAAI1056U  Intercultural Negotiation

English Title
Intercultural Negotiation

Course information
Language English
Course ECTS 7.5 ECTS
Type Elective
Level Bachelor
Duration Summer
Start time of the course Summer
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 120
Study board
Study Board for BSc in Economics and Business Administration
Course coordinator
  • Course instructor - Andreas M. Hartmann, PhD Assistant Professor, andreas.hartmann@itesm.mx
    Sven Bislev - Department of Intercultural Communication and Management (ICM)
In case of any academic questions related to the course, please contact the course instructor or the academic director, Sven Bislev at sb.ikl@cbs.dk
Main academic disciplines
  • Globalization and international business
  • Intercultural studies
  • Communication
Last updated on 12-05-2016
Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors: To obtain the grade of 12, the following objectives must be reached with no or few and insignificant elements missing:
Students will be able to
  • discuss issues of negotiation on both the theoretical and the practical level, including elements of strategy, emotions, and perceptions.
  • understand and address complications such as third-party interventions and multi-party negotiations.
  • recognize patterns of business and negotiation behavior in different countries both within and across cultural divides.
  • know what behaviors to expect from and how to behave towards business people from different cultures.
Course prerequisites
None
Examination
Intercultural Negotiation:
Exam ECTS 7,5
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, Ordinary exam: 1-5 August 2016
Retake exam: Within two months from the ordinary exam.
Aids allowed to bring to the exam Closed Book: no aids
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.
4 hour written sit-in exam with a new exam question
Course content and structure

In this course, students will theoretically and practically explore the topic of negotiation within and across cultures. 

 

Class 1: Basics of negotiation

Class 2: Planning and preparing for negotiation

Class 3: Emotion and perception in negotiation

Class 4: Third-party intervention 

Class 5: Team negotiation and multi-party negotiation

Class 6: Ethical aspects of negotiation

feedback activity: Analysis of a negotiation video

Class 7: The impact of culture on business and negotiation behavior

Class 8: Principles of intercultural interaction

Class 9: Aspects of negotiation behavior in Western societies

Class 10: Aspects of negotiation behavior in Asian societies

Class 11: Aspects of negotiation behavior in Mid.Eastern societies
Teaching methods
Lectures, video analyses, rol-play simulations
Student workload
Preliminary assignment 10 hours
Classroom attendance 33 hours
Preparation 144 hours
Feedback activity 7 hours
Examination 12 hours
Further Information

 

Preliminary Assignment: To help students get maximum value from ISUP courses, instructors provide a reading or a small number of readings or video clips to be read or viewed before the start of classes with a related task scheduled for class 1 in order to 'jump-start' the learning process.

 

Feedback Activity: A feedback activitity defined by the course instructor will take place app. half-way through the course. 
 

 

The timetable is available on  http://www.cbs.dk/files/cbs.dk/isup_timetable_2016_updated.pdf
Expected literature

PRIMARY LITERATURE (MUST-HAVE BOOKS):

Jeanne M. Brett: Negotiating Globally

ISBN 978-1-118-60261-4

Jossey-Bass, 3rd edition, 2014

 

Additionally to the text book, students will use some role-play instructions that need to be purchased separately from providers like http://www.pon.harvard.edu/. The number of simulations and total price is to be determined.

 

SECONDARY LITERATURE (NICE-TO-HAVE BOOKS):

Roy J. Lewicki, David M. Saunders, Bruce Barry: Essentials of Negotiation

ISBN 978-0077862466

McGraw-Hill, 6th edition, 2015

 

Richard R. Gesteland: Cross-Cultural Business Behavior

ISBN 978-8763002387

Copenhagen Business School Press, 5th edition, 2012

 

David A. Lax + James K. Sebenius: 3D Negotiation

ISBN 978-1591397991

Harvard Business School Press, 1st edition, 2006
Last updated on 12-05-2016