Cross-cultural negotiations

Medkulturna pogajanja

Course credits:

4.00 ECTS / 30 (30 hours of lectures, 0 hours of exercises, 0 hours of seminars, 0 hours other forms of work)

Course holder:

prof. dr. Boštjan Udovič

Type:

Required

Language:

English

Semester:

First semester

Study degree

2. level

Course execution:

• Postgraduate Programme of European Studies
• Postgraduate Programme of International Relations

Prerequisits:

Students are allowed to participate in the course provided that they have completed the enrolment procedure. It is recommended to students to have the knowledge of Negotiation techniques.

Objectives and competences

The objective of the course is to: -understand the cross cultural negotiations; -master the whole negotiation process by stages, particularly preparations and finally concluding the contracts by exchanging concessions and evaluating the outcomes and to build on personal experiences; COMPETENCES: The course empowers students with: (a) the ability of understanding the process of negotiations in a cross-cultural environment; (b) the competences to find out the particularities of communicating and negotiating in the cross-cultural environment; (c) the capability to increase own empathy as a precondition for successful negotiations in the cross-cultural environment; (d) the ability to prepare the basis for the negotiations in foreign languages (English) and the capability to develop own negotiating interests in foreign language and multicultural environment.

Intended learning outcomes:

The intended learning outcomes are: (a) students are able to analyse the particularities of the cross-cultural communication patterns; (b) students have the competence to apply the classical negotiation strategies/tactics to the cross-cultural environment; (c) students develop their capabilities to communicate and negotiate in the cross-cultural context; (d) students upgrade and inter-link their knowledge about different approaches to the cross-cultural communications/negotiations; (e) students are able to form, develop, and use the adequate vocabulary in native and foreign languages.

Learning and teaching methods:

Lectures, Simulations (executed in a foreign language, e.g. English), Role playing, Individual/group work.

Assessment

Final exam 50 %, role play, presentations etc. 50 %

Obligatory literature

Additional literature