International Management

Cross Cultural Communication and Negotiations

Seminar, 2.00 ECTS


Course content

In this course, students adopt and apply meeting and negotiation skills in a cross-cultural setting in a hands-on way. Meeting simulations require students to work out an agenda, employ various language strategies to chair meetings as well as to successfully participate and get their message across to reach a mutually satifsfying outcome. Diplomatic language is practiced in written communication with partners in and outside Europe to aid students' future careers.

Learning outcomes

Students are able to conduct negotiations in intercultural contexts. Students are trained to perceive intercultural differences through self-reflection.

Recommended or required reading and other learning resources / tools

Books: Powell, M. (2012). International Negotiations. Cambridge: Cambridge University Press. Starkey, B., Boyer, M., Wikenfeld, J. (2010). International Negotiation in a Complex World (3rd ed.). Plymouth: Rowman&Littlefield. Urey, W. (2015). Getting to Yes with Yourself and Other Worthy Opponents. New York: HarperCollins.
Journals: The Economist, The Guardian, The New York Times

Mode of delivery

Seminar, 2 SWS in 3 Groups, 6 ASWS

Prerequisites and co-requisites

English B2/C1

Assessment methods and criteria

Continuous Assessment