Objectives:
• Knowledge and understanding of cultural models and negotiation theories
• Ability to analyze negotiation situations in intercultural contexts
• Capacity for perspective-taking and critical self-reflection
• Effective argumentation and communication competence
• Ability to transfer and apply theoretical concepts to new and unfamiliar cases
Learning content:
In a globalized world, being culturally competent is an indispensable prerequisite in the business world. You as the International Manager are no exception. Negotiations are complex in themselves and will become more challenging with the added cultural factors. This means you have to be well prepared to shield you from risky misunderstandings derailing or breaking your deal.
Also, in our day and age, negotiations are no longer solely conducted face-to-face but facilitated through electronic means which constitute another challenge on top calling for an understanding how to handle this setting.
In this course, we will focus on different negotiation approaches, conflict resolution strategies and learn how to create deals that create value and improve the deal while sitting at the table.
Teaching and Learning Methods:
Lectures, practicing role play, discussion and presentations.
Exam:
Written exam (60 minutes), oral exam (15 min.)
After this module, you will sit a written exam of 60 minutes covering some theoretical as well as transfer knowledge. For your oral exam, you will hold a short presentation of 10 minutes followed by some questions.
• Knowledge and understanding of cultural models and negotiation theories
• Ability to analyze negotiation situations in intercultural contexts
• Capacity for perspective-taking and critical self-reflection
• Effective argumentation and communication competence
• Ability to transfer and apply theoretical concepts to new and unfamiliar cases
Learning content:
In a globalized world, being culturally competent is an indispensable prerequisite in the business world. You as the International Manager are no exception. Negotiations are complex in themselves and will become more challenging with the added cultural factors. This means you have to be well prepared to shield you from risky misunderstandings derailing or breaking your deal.
Also, in our day and age, negotiations are no longer solely conducted face-to-face but facilitated through electronic means which constitute another challenge on top calling for an understanding how to handle this setting.
In this course, we will focus on different negotiation approaches, conflict resolution strategies and learn how to create deals that create value and improve the deal while sitting at the table.
Teaching and Learning Methods:
Lectures, practicing role play, discussion and presentations.
Exam:
Written exam (60 minutes), oral exam (15 min.)
After this module, you will sit a written exam of 60 minutes covering some theoretical as well as transfer knowledge. For your oral exam, you will hold a short presentation of 10 minutes followed by some questions.
- Dozent/in: Losch Sandra
Semester: WT 2026/27