Visualisation plan de cours
2026 / 2027
EM46LM54
International Business Negotiations: Bridging the Cultural Gap
Programme
PGE PGE5 International & European Business
Semestre
A
Coefficient
3
Volume horaire
Face à face : 20 H
Travail personnel indicatif : 40 H
Discipline
Organizational behavior / Leadership
Nombre de places
45
Cours ouvert aux étudiants visitants
Oui
Langue d'enseignement
Anglais
Responsable
MAC GABHANN
Liste des intervenants
| Intervenant(s) | Volume horaire | ||
|---|---|---|---|
| Kevin MAC GABHANN | kevin.macgabhann@em-strasbourg.eu | 20 h CM |
Discipline
Organizational behavior / Leadership
Descriptif
To be successful in international negotiations today, it is not enough to have just a good level of English ; the ability to deal successfully with cultural differences has become essential. This class aims to increase the student’s cultural awareness and develop his/her understanding of the cross-cultural dynamics involved in international negotiations.MAC
Adopter une posture de leadership responsable/ Demonstrate responsible leadership
8 ECTS
Contribution pédagogique du cours au programme
Develop impactful management using the latest knowledge and tools in the fields of management |
|---|
| Determine a strategic and managerial vision in a complex, uncertain and changing environment |
| Evaluate sustainable managerial practices using managerial concepts and instruments as well as digital tools |
| Design solutions adapted to organizational problems by applying relevant methodologies |
Develop advanced managerial skills for responsible leadership |
| Co construct a managerial and organizational culture through collaboration and team projects |
| Recommend critical decision making to drive change in organizations |
Implement responsible management practices reflecting the values of ethics, diversity, and sustainable development |
| Critically assess issues related to diversity, ethics and sustainability in the context of their professional practice |
Practice impactful management in a multicultural and international environment, driven by a "European mindset" |
| Communicate in a professional context in (foreign) languages, in writing and/or orally |
| Formulate solutions to organizational challenges in a multicultural and international context, driven by a "European mindset" |
Organisation pédagogique
Face-to-face
- Lectures- Tutorials
In group
- Exercises- Oral presentations
- Projects
- Case studies/texts
Interaction
- Discussions/debatesObjectifs pédagogiques - COGNITIVE DOMAIN
A l'issue du cours, l'étudiant(e) devrait être capable de / d'...
- Analyze Process in Negotiations
- Develop Intercultural Skills for the workplace
- appraise Appraise intercultural negotiations outcomes and intercultural dynamics in the process of a negotiation
- counsel Counsel colleagues and team mates on how to prepare for intercultural negotaitions and meetings
- evaluate evaluate outcomes of intercultural interactions
- interpret Interpret the behaviours of international participants in intercultural exchange interactions ( e.g. negotiations
- animate Better be able to successfuly the intercultural elements to better animate an international interaction ( negotiation
- facilitate better understand the critical intercultural behavoural elements to facilitate international meetings
- integrate Understand key elements to integrate into international teams and international environments
Objectifs pédagogiques - AFFECTIVE DOMAIN
A l'issue du cours, l'étudiant(e) devrait être capable de / d'...
- discriminate Discriminate cultural behaviours, values, etc
- question Question why people behave the way they do in intercultural negotiation context
- act Act in culturally appropriate manner in international negotiation contexts
- discriminate Discriminate effective and efficient behaviours in intercultural contexts
- display awareness, understanding and acceptance of intercultural difference in international contexts
Objectifs pédagogiques — Objectifs de développement durable (ODD)
ODD portés par la politique RSO de l'EM.
Plan / Sommaire
Class 1:
Introduction, outline and requirements
A global perspective
Importance of negotiations in internationalization
Class 2
Role of Culture on IB, workplace
Impact of culture on Negotiations
Class 3 International Business Negotiation Context & process & associated cases
Class 4 International negotiation Context & Process & associated cases
Class 5 International negotiation Context & Process & associated cases & wrap up
Introduction, outline and requirements
A global perspective
Importance of negotiations in internationalization
Class 2
Role of Culture on IB, workplace
Impact of culture on Negotiations
Class 3 International Business Negotiation Context & process & associated cases
Class 4 International negotiation Context & Process & associated cases
Class 5 International negotiation Context & Process & associated cases & wrap up
Prérequis nécessaires
Connaissances en / Notions clés à maîtriser
Appropriate English level and interest in intercultural issues and experience in intercultural interactionsSupports pédagogiques
Mandatory tools for the course
- ComputerDocuments in all formats
- Photocopies- Case studies/texts
- Worksheets
- Syllabus
Moodle platform
- Upload of class documentsAdditional electronic platforms
- CrossKnowledgeAdossement à la recherche
Ce cours est adossé à la recherche.
- Research-led (par les contenus)Le cours mobilise des connaissances issues de la recherche académique récente.
Bibliographie/références académiques
Available in class (Full bibliography available in class) Meyer, E. (2014) The Culture Map – Decoding How People Think, Lead, and Get Things Done Across Cultures. New York, PublicAffairs Mac Gabhann, K. (2015) Bridging the Ethno-Cultural Gap:Managing Ethno-cultural Diversity in HealthCare Service Delivery in Hospital Settings: The Irish Experience, Verlag Dr.Kovac, Hamburg, 2015 415 p. Mac Gabhann , K. (2012) Managing Ethno-cultural Diversity in Health Care Service Delivery: An ExploratoryEvaluation of the Irish Experience in the Voluntary Hospital Sector. In co-writing withT. Nobre Journal d’Economie M.dicale, February 2011. Mac Gabhann ,K.(2011) La prise en compte des differences ethnoculturelles des patients . l'hopital: une .tude exploratoire en contexte francais, In co-writing with T. Nobre, Revue Interdisciplinaire sur le Management et l'Humanisme, Vol. 305, Decembre 2011Travaux de recherche de l'EM
Laringer H, Mac Gabhann K, Mehmanpazir B, 2023 Intercultural learning factors of French students abroad: a focus on interpersonal engagement in context. The Journal of International Business Education, Vol. 18. Mac Gabhann, K. (2015) Bridging the Ethno-Cultural Gap:Managing Ethno-cultural Diversity in HealthCare Service Delivery in Hospital Settings: The Irish Experience, Verlag Dr.Kovac, Hamburg, 2015 415 p. Mac Gabhann , K. (2012) Managing Ethno-cultural Diversity in Health Care Service Delivery: An ExploratoryEvaluation of the Irish Experience in the Voluntary Hospital Sector. In co-writing withT. Nobre Journal d’Economie M.dicale, February 2011. Mac Gabhann ,K.(2011) La prise en compte des differences ethnoculturelles des patients . l'hopital: une .tude exploratoire en contexte francais, In co-writing with T. Nobre, Revue Interdisciplinaire sur le Management et l'Humanisme, Vol. 305, Decembre 2011Modalités d'évaluation
Liste des modalités d'évaluation
Evaluation intermédiaire / contrôle continu 1
Dernière séance
Compétence mesurée
ILO1.1-PGE, ILO1.2-PGE, ILO1.3-PGE, ILO2.1-PGE, ILO2.2-PGE, ILO2.3-PGE, ILO2.4-PGE, ILO3.1-PGE, ILO3.2-PGE, ILO4.1-PGE, ILO4.2-PGE
Evaluation intermédiaire / contrôle continu 2
Dernière séance
Compétence mesurée
ILO1.2-PGE, ILO1.3-PGE, ILO2.1-PGE, ILO2.2-PGE, ILO2.3-PGE, ILO2.4-PGE
Evaluation intermédiaire / contrôle continu 3
Séance n° 2, 3,4,5
Compétence mesurée
ILO1.3-PGE, ILO2.2-PGE, ILO2.3-PGE, ILO3.1-PGE, ILO4.1-PGE, ILO4.2-PGE
Evaluation intermédiaire / contrôle continu 4
Séance n° 1-5
Compétence mesurée
ILO1.1-PGE, ILO1.2-PGE, ILO1.3-PGE, ILO2.1-PGE, ILO2.2-PGE, ILO2.3-PGE, ILO2.4-PGE, ILO3.1-PGE, ILO3.2-PGE, ILO4.1-PGE, ILO4.2-PGE
Evaluation intermédiaire / contrôle continu 5
Séance n° 4 or 5
Compétence mesurée
ILO1.1-PGE, ILO1.3-PGE, ILO2.2-PGE, ILO2.3-PGE, ILO3.1-PGE, ILO4.1-PGE, ILO4.2-PGE