It is the mark of an educated mind to be able to entertain a thought without accepting it.”  (Aristotle)
Dr. Steven J. Clarke
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Cross-Cultural Negotiations

When negotiating across borders, cultural diversity can impede normal logical processes, leading to misunderstanding and enhanced failure rates.  Successful cross-cultural negotiations requires significant research, understanding and strategic planning.

Teaching
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:
  • Negotiations, winning, and relationships
  • Historic business and culture (economic, political, and legal)
  • Ethical Diversity
  • Preparation and planning, structure and alliances
  • Techniques and Tactics – The Asian way
  • Measurements, concessions, partnerships   

Required Text Book: 


Successfully Negotiating in Asia. Patrick Kim Cheng Low. DOI: 10.1007/ 978-3-642-04676-6 
Springer-Verlag Berlin Heidelberg   2010


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Cross-Cultural Dynamics

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Environments and Immediate Contexts of Cross-Cultural Negotiations
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