International Business negotiations: Bridging the Cultural Gap


PGE 3A - International and European Business (IEB)
International skills and competences
Sales management / Negotiation
Contact hours
20 H
Number of spots
Open to visitors

Pedagogical contribution of the course to the program

Développer un management à impact grâce aux connaissances et aux outils les plus récents dans les domaines du management

Developing 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

Développer des compétences managériales de niveau avancé se traduisant par un leadership responsable

Co-build a managerial and organizational culture through collaborations and team projects
Recommend decision making by taking a critical approach to driving change in organizations

Mettre en place un management responsable par des pratiques reflétant les valeurs d’éthique, de diversité et de développement durable

Critically assess issues related to diversity, ethics and sustainability in the context of their professional practice

Pratiquer un management à impact dans un environnement multiculturel et international, porté par un "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"


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


- Lectures
- Tutorials

In group

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


- Discussions/debates


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
  • - (level 5) discriminate Discriminate cultural behaviours, values, etc
  • - (level 5) question Question why people behave the way they do in intercultural negotiation context


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


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” 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.


List of assessment methods

Intermediate assessment / continuous assessment 1Other (date, pop quiz, etc.) : November 5th 2023
Written (300 Min.) / Individual / English / Weight : 50 %
Details : Reflection Paper
This evaluation is used to measure 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
Final evaluationLast class
Oral (15 Min.) / Group / English / Weight : 50 %
Details : Final presentations by groups
This evaluation is used to measure ILO1.3-PGE, ILO2.2-PGE, ILO2.3-PGE, ILO3.1-PGE, ILO4.1-PGE, ILO4.2-PGE
No assessment methods have been attributed to this course yet.