General description

This course gives basic information and tools for understanding Asian Philosophies, Business cultures and Business negotiations.

Learning outcomes

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

Contents

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

Teaching methods

Teaching method	Contact	Online
Lectures	20 h	0 h

Teaching language

English

Evaluation

Numeric 1-5.

Study materials

 

1. Yuan, Wang, Xin, Sheng Zhang & Goodfellow, Rob: China Business Culture: Strategies for Success, Butterworth-Heinemann Asia, 2009 (or 2003).
2. Martin, Roll: Asian Brand Strategy: How Asia Builds Strong Brands, Palgrave Macmillan, 2006.
3. Other materials as given by the lecturer.