The objective of the course is to prepare the students to recognize the characteristics
of Asia’s main business cultures, religions and philosophies and to understand how
negotiation strategies vary with the differences in negotiation contexts, number of
parties, visibility, form, substance, styles and structures.

The course will develop the participants to add their knowledge and skills and learn
the techniques used in the stages of the Asian negotiation process comprising
planning, opening, arguing, signalling, proposing, bargaining, packaging, closing
and sealing as well as to recognize the use of negotiation tactics. Accordingly, the
course will help to develop each one’s own negotiation styles.

1 Lectures and exercises 20 h.
2 Project Work, written in a group of 3-4 students.

1 Holloman Dave M.: China Catalyst. Powering Global Growth by
Reaching the Fastest Growing Consumer Markets in the World.
John Wiley & Sons, Inc., USA 2013.
2 Silverstein Michael J.–Singhi Abheek–Liao Carol–Michael David:
The 10 USD Trillion Prize. Captivating the Newly Affluent in China
and India.
Harvard Business Review Press, USA 2012.
3 Morgan, Morry: Selling Big to China. Negotiating Principles for the
World’s Largest Market.
John Wiley & Sons (Asia) Pte. Ltd., Singapore 2010.
4 Journals and other materials, informed by the lecturer.