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.
Lectures and exercises 20 h.
Project work, written in a group of 3–4 students.
Opetusajankohdat ja -paikat päivitetään tutkinto-ohjelman opetusohjelmaan.
Huom! Opetus tutkinto-opetuksen ryhmässä (kuitenkin iltaisin).
1 Lectures and exercises 20 h.
2 Project Work, written in a group of 3-4 students.
Study materials
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.
AVOIMEN YLIOPISTON OPISKELIJAN ILMOITTAUTUMINEN KATASA13 OPINTOJAKSOLLE:
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Opintojen yhteyshenkilöt avoimessa yliopistossa:
Opetuksen käytännön järjestelyt: koulutussihteeri Marjo Lahti, sähköposti muotoa etunimi.sukunimi@uta.fi, 040-190 1820.
Opetuksen suunnitteluun ja yleiseen opinto-ohjaukseen liittyen: opintokoordinaattori Kirsi Hasanen, etunimi.sukunimi@uta.fi, 050-4627352