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Unit1 International Negotiations and Transactions
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Unit1 International Negotiations and Transactions

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Unit1 International Negotiations and Transactions - INTERNATIONAL AND CROSS-CULTURAL …

Unit1 International Negotiations and Transactions - INTERNATIONAL AND CROSS-CULTURAL
NEGOTIATION


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  • 1. Unit 1 INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION
  • 2. Objectives
    • Understand the fundamentals of international negotiation
    • Discuss the impact of globalization on world wide economics and negotiations.
    • Appreciate the importance and impact of culture in international negotiation
    • Understand how international and cross-cultural negotiations are different from domestic or same-cultural negotiation
    • Examine few strategies that negotiators can adopt to another party’s cultural style
  • 3. Content
    • International negotiation
    • International negotiation and globalization
      • Change of world output and world trade
      • Change over time of Foreign Direct Investment
      • Multinational enterprise
      • The Changing world order
    • Difference between international negotiation and domestic or same-cultural negotiation
    • Contexts of international negotiation
      • Environmental context
      • Immediate context
    • International negotiation outcomes
  • 4. Content
    • Conceptualizing culture and negotiation
      • Culture, values and norms
      • Difference between religious and ethical systems
      • Christianity
      • Islam
      • Hinduism
      • Buddhism
      • Confucianism
      • Hofstede’s model of cultural dimensions
      • Schwartz’s 10 cultural values
    • The Influence of Culture on Negotiation: Managerial Perspectives
    • Culturally responsive negotiation strategy
      • Low familiarity
      • Moderate familiarity
      • High familiarity
  • 5. International negotiation
    • International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry.
    • The science of negotiation provides research evidence to support broad trends that often, but not always, occur during negotiation.
    • The art of negotiation is deciding which strategy to apply when, and choosing which models and perspectives to apply to increase cross-cultural understanding.
  • 6. International negotiation and globalization “ Global Market”
      • Globalization of markets and products
      • Interdependent global economy
      • The changing demographics of the global economics
        • Change of world output and world trade
        • Change over time of Foreign Direct Investment
        • Multinational enterprise
        • The Changing world order
  • 7. Difference between international negotiation and domestic or same-cultural negotiation Context International or global Context National or local Context
  • 8. Contexts of international negotiation
  • 9. International negotiation outcomes
    • Simple arguments cannot explain conflicting international negotiation outcomes
    • The challenge is to:
      • Understand the multiple influences of several factors on the negotiation process
      • Update this understanding regularly as circumstances change
  • 10. Conceptualizing culture and negotiation
    • Culture as learned behavior
      • A catalogue of behaviors the foreign negotiator should expect
    • Culture as shared values
      • Understanding central values and norms
        • Individualism/collectivism
        • Power distance
        • Career success/quality of life
        • Uncertainty avoidance
  • 11. The Influence of Culture on Negotiation: Managerial Perspectives
    • Definition of negotiation
    • Negotiation opportunity
    • Selection of negotiators
    • Protocol
    • Communication
    • Time sensitivity
    • Risk propensity
    • Groups versus individuals emphasis
    • Nature of agreements
    • Emotionalism
  • 12. Culturally responsive negotiation strategy
    • When choosing a strategy, negotiators should:
      • Be aware of their own and the other party’s culture in general
      • Understand the specific factors in the current relationship
      • Predict or try to influence the other party’s approach
    • Strategies are arranged based on the level of familiarity (low, moderate, high) that a negotiator has with the other party’s culture
  • 13. Activities 10% Structure, content, grammar, consistent with the topic of the video and argument Watch video: “Three Billion New Capitalists”. Write on a paper your opinion about it. 10% Structure, content, grammar, coherence, argument and analysis. Study case: Google in China. Write a one page document analyzing it. 10% Interventions: content, consistent with the discussion topic and argument.
    • Forum: Globalization
    • How does the Internet affect international business activity and the globalization of the world economy?
    • “ Ultimately, the study of international business is no different from the study of domestic business. Thus, there is no point in having a separate course on international business.” Do you agree with this statement or disagree? Why?
    % To be evaluated Activities

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