International and Cross-Cultural Negotiation
Asignatura del Master in International Management
Información académica
Créditos:
2 ECTS
Language:
English
Type of subject: Required
Description
We work on a deeper understanding of cultures by looking at the way they differ along a small number of common dimensions: approaches to risk, authority, the individual, time, etc. We show how constructive dialogue in cross-cultural negotiations depends on an understanding of various factors, from variations in etiquette and politeness to the way emotions are expressed or hidden. By examining different national and regional negotiation styles, we provide practical advice on how to strike a sensible balance between culture, context and personality during cross-cultural negotiations and examine different adaptation strategies we can follow.
Learning Outcomes
Key Learning Outcomes: Improve your ability to negotiate in an international business context. Gain the ability to identify an adequate negotiation technique for a specific cultural context.
This subject forms part of the Master in International Management, Follow the link for further information..
Domingo Cabeza
Director at DC Asociados