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 differences in negotiation contexts, number of parties, visibility, form, substance, styles and structures.
Contents
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.
Teaching methods
Lectures and exercises 20 h.
Teaching language
English
Modes of study
Option
1
Available for:
Degree Programme Students
Other Students
Open University Students
Doctoral Students
Exchange Students
Participation in course work
In
English
Project work, written in a group of 3–4 students.
Evaluation
Numeric 1-5.
Study materials
1. Ulrich, Dave & Sutton, Robert: Asian Leadership. What Works, The McGraw-Hill Companies, 2011. 2. Morgan, Morry: Selling Big to China. Negotiating Principles for the World’s Largest Market, John Wiley & Sons (Asia) pte. Ltd., 2010. 3. Bouee, Charles-Edouard: China’s Management Revolution. Spirit, Land, Energy, Palgrave Macmillan, 2011. 4. Journals and other materials, informed by the lecturer.