EM46LM54A1

Program
PGE
PGE 3A - International and European Business (IEB)
UE
International skills and competences
Semester
A
Discipline
Sales management / Negotiation
Contact hours
20 H
Number of spots
45
Open to visitors
Yes
Language
Coordinator
Kevin MAC GABHANN

List of lecturers

Lecturer(s) Email Contact hours - lecture
Kevin MAC GABHANN Kevin.MacGabhann@em-strasbourg.eu 20 h

Pedagogical contribution of the course to the program

LEARNING GOAL 1 : Students will master state-of-the-art knowledge and tools in management fields in general, as well as in areas specific to the specialized field of management.
Students will identify a business organization’s operational and managerial challenges in a complex and evolving environment.
LEARNING GOAL 2 : Students will develop advanced-level managerial skills.
Students will work collaboratively in a team.
Students will participate in a decision-making process in a critical way.
Students will communicate ideas effectively, both orally and in writing, in a business context.
LEARNING GOAL 3 : Students will demonstrate their understanding of practices reflecting ethical, diversity and sustainable development values in business organizations.
Students will identify and analyze issues relating to diversity, ethics and sustainable development in their business context.
LEARNING GOAL 4: Students will study and work effectively in a multicultural and international environment.
Students will analyze business organizations and problems in a multicultural and international environment

Description

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.

Teaching methods

Face-to-face

- Lectures
- Tutorials

In group

- Exercises
- Oral presentations
- Projects
- Case studies/texts

Interaction

- Discussions/debates

Others

No items in this list have been checked.

Learning objectives

Cognitive domain

Upon completion of this course, students should be able to
  • - (level 2) Explain the importance of negociation
  • - (level 2) Discuss the Impact of culture on Negotiations
  • - (level 4) Analyze Process in Negotiations
  • - (level 5) Develop Intercultural Skills for the workplace

Affective domain

Upon completion of this course, students should be able to
None affective domain have been associated with this course yet

Outline

Class 1: Introduction, outline and requirements A global perspective Importance of negotiations Role of Culture on IB, workplace Impact of culture on Negotiations Slides 1-14 approx P 1 Cog exercise “let’s focus on negotiations” Team selection teams for cases Team Building negotiation case exercises Assignments distribution (project cases and reports)

No prerequisite has been provided

Knowledge in / Key concepts to master

Appropriate English level and interest in intercultural issues

Teaching material

Mandatory tools for the course

- Computer

Documents in all formats

- Photocopies
- Case studies/texts
- Worksheets

Moodle platform

- Upload of class documents

Software

No items in this list have been checked.

Additional electronic platforms


- CrossKnowledge

Recommended reading


British Council (2013) “The value of intercultural skills in the workplace” www.britishcouncil.org Lewicki, R.J., Saunders, D.M. and Barry, B. (2006). Negotiation. McGraw Hill Higher Education; International Edition. New York. (Chp 1 The Nature of Negotiation, Chp 9 Ethics in Negotiation) Thomas C David, Inkson Kerr (2003) Cultural Intelligence, Berret-Koehler Publishers, Inc p100- p122 Gundling, Ernest. (2003) “Working GlobeSmart” Davies-Black Publishing, Mountain View, California, p 177-p 216 Casse Pierre, Deol Surinder, (1985) Managing Intercultural Negotiations, SIETAR International,p1-p153 Fisher, Glenn, (1980) International Negotiations, A Cross-Cultural Perspective, Intercultural Press Inc Martin S Jeanette, Chaney H Lillian (2006) Global Business Etiquette, Praeger Publishers Rodgers Drew, (2002) English for International Negotiations A Cross-Cultural Case study approach, Cambridge University Press, p1-p20 Storti, Craig, (1994) Cross-Cultural Dialogues 74 Brief Encounters with Cultural Difference Intercultural Press Adler, Nancy J, (2008) International Dimensions of Organisational Behaviour, 5th edition, p224 -261 O Connor, Philip, Pilbeam Adrian, Barrett–Scott Fiona, (1998) Negotiating, Longman business English skills, Longman group UK limited

No reading material has been provided.

EM Research: Be sure to mobilize at least one resource

Textbooks, case studies, translated material, etc. can be entered
No reading material has been provided.

Assessment

List of assessment methods

Intermediate assessment / continuous assessment 1Other (date, pop quiz, etc.) :
Written (300 Min.) / Group / English / Weight : 20 %
Details : Team Cross-Cultural team building scale
This evaluation is used to measure LO1.1, LO2.1, LO2.2, LO2.3, LO3.1, LO4.2
Intermediate assessment / continuous assessment 2Other (date, pop quiz, etc.) :
Oral (20 Min.) / Group / English / Weight : 30 %
Details : Team presentation of a case or report
This evaluation is used to measure LO1.1, LO2.1, LO2.2, LO2.3, LO4.2
Intermediate assessment / continuous assessment 3Other (date, pop quiz, etc.) :
Written / Individual / English / Weight : 20 %
This evaluation is used to measure LO1.1, LO2.2, LO2.3, LO4.2
Final evaluationOther (date, pop quiz, etc.) :
Written / Group / English / Weight : 30 %
Details : Report based on team presentation
This evaluation is used to measure LO1.1, LO2.1, LO2.2, LO2.3, LO4.2
No assessment methods have been attributed to this course yet.