Course Catalog 2007-2008

KIE-3386 INTERNATIONAL NEGOTIATIONS, 4 cr
International Negotiations

Courses persons responsible
John Shepherd

Lecturers
John Shepherd

Lecturetimes and places
Language center timetables

Implementations
Extra info: Ryhmä 1 (Ke 10-12, To 14-17), Shepherd
  Period 1 Period 2 Period 3 Period 4 Period 5 Summer
Lecture 2 h/week 2 h/week - - - -
Exercise 3 h/week 3 h/week - - - -
Exam  

Extra info: Ryhmä 2 (Ke 10-12, To 14-17), Shepherd
  Period 1 Period 2 Period 3 Period 4 Period 5 Summer
Lecture - - - 2 h/week 2 h/week -
Exercise - - - 3 h/week 3 h/week -
Exam  
(Timetable for academic year 2007-2008)

Objectives
The course will develop the students skills and language in the area of negotiating and intercultural communication.The course will introduce some of the salient points from the theory and literature on negotiating and intercultural communication and put them into practice in classroom negotiation roleplays and simulations. The course will also encourage students to read more widely on the topics introduced in class and to write a short paper on an area of negotiating and/or intercultural communication.

Content
Content Core content Complementary knowledge Specialist knowledge
1. Intercultural communication: an introduction to some of the important aspects in relation to doing business and negotiating with people from different cultures.  Introduction to some of the theories on intercultural communication and psychological dimensions.  Students own possibility to investigate a topic at a deeper level and produce a short paper on a topic of interest. 
2. Negotiating: language and skill development. Participation in individual and team negotiation roleplays and simulations.  Introduction to some ideas and theories on negotiating from the literature.
 		 Students own possibility to investigate a topic on negotiating at a deeper and more detailed level and produce a paper 
3. Development of vocabulary and phrases specific to negotiating.
Small talk strategies. 		 Development of vocabulary related to the specific areas and subjects of the simulations. Development of spontaneity and fluency in a negotiating scenario.    
4. Non-verbal communication: posture and body language.Communication differences between cultures.  Theories on communication differences.
Discussion of mini case-studies.
Exercises on functions of English and language in social interactions. 		   
5. Introduction to features of specific business cultures: USA, UK, Asia and Japan, Islamic world, etc.  Development through discussions, comparison with nordic countries, bringing in students own experience and ideas.  Students¿own possibility to follow up a specific business culture by more extensive reading and investigation and producing a short paper. 

Requirements for completing the course
Completion of basic courses; competence in spoken English. Regular attendance; active participation in the simulations; test; directed writing task (e.g. writing a negotiation simulation or writing a short paper about an aspect of negotiation or intercultural communication).

Evaluation criteria for the course

  • The course is assessed partly through continuous assessment of the practical classroom sessions with the teacher participating or acting as an observer.Students are expected to be active in the sessions and develop their language and skills during the course as much as they can. Students will also be tested (in writing) to ensure they have internalised at least some of the content of the input on intercultural communication and negotiation. A third strand of assesment is the production of a short paper on a topic agreed with the teacher. This should be at least c. 2 000 words long. The deadline wil be agreed during the course.

  • Used assessment scale is numeric (1-5)

    • Prerequisites
    Prequisite relations (Sign up to TUT Intranet required)

    Remarks

  • CEF level: C1

    Course material is in the form of lectures and handout material from the teacher, plus recommended literature - this will be announced later.

    Scaling
    Methods of instructionHours
    Lectures 36
    Exercises 45
    Assignments 20
    Total sum 101

    Principles and starting points related to the instruction and learning of the course

  • Teaching will be done by short teacher inputs on intercultural communication and negotiating, plus discussion, video input and handout material. The main activity will be at least 20 hours of negotiation roleplay and simulation and feedback on these sessions. Students should have a good command of general English and have taken the basic compulsory university courses before taking this course. Regular and active attendance and participation is also necessary. The credit units cannot be given until the student has completed a paper based on the intercultural or negotiating content. The ability to write a short paper in English is also necessary, although the emphasis is on the content of the paper rather rather than its grammatical accuracy.

    • Additional information related to course
    Two places per a group reserved for post graduated students.

    Last modified 14.06.2007
    Modified byMaija-Leena Perttunen