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Course Description: This in-depth introduction to international negotiations between Asian and Western business managers. We will focus on the development of a basic understanding of US/Asian international negotiation dynamics and processes by examining the fundamental nature of competitive and cooperative behavior in an international business context. We will seek to understand how organisational norms and processes, national culture and institutional social structures combine to create unique negotiating environments and negotiation styles between the US and Asia. We will also apply these concepts and methods, introduced in this course, through the discussions and written assignments, thereby gaining greater control over their analytic and social problem solving skills, while improving our skills as international negotiators. An outline for the course includes:
Course Objectives: Students will learn to apply these concepts and methods, introduced in this course, through the discussions and written assignments, thereby gaining greater control over their analytic and social problem solving skills, while improving their skills as international negotiators. An outline for the course includes:
Required Text Book: Successfully Negotiating in Asia. Patrick Kim Cheng Low. DOI: 10.1007/ 978-3-642-04676-6 Springer-Verlag Berlin Heidelberg 2010 |
Cross-Cultural Dynamics
Environments and Immediate Contexts of Cross-Cultural Negotiations
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