Austria, Vienna

Cross-Cultural Negotiations East/West

when 16 January 2017 - 27 January 2017
language English
duration 2 weeks
credits 6 ECTS
fee EUR 600

Excellent business knowledge, skills on the job and advanced technology are nowadays not enough to effectively compete in the increasing global work environment. In order to successfully deal with various cultures, avoid eventual misunderstandings and reach mutual understanding in private and working settings, cross-cultural negations skills are essential. The key to successful negotiations lies in the awareness of different cultural behaviors and in the ability to positively deal with foreignness, ambiguity, and different learning and working styles.
This course examines the key features of integrative and distributive negotiations, such as BATNA (Best Alternative to a Negotiated Agreement), Bottom Line (Reservation Point) and creating options. We will focus on issues of ethics and trust, difficult people and circumstances, problem solving and creativity, multi-party negotiations and team negotiations–and how these issues are further complicated when negotiating in a cross-cultural context.
Further the course will focus on negotiations in Asian countries and compare cultural aspects of negotiation between Europe and Asia.
The learning environment is interactive and experiential, and includes open discussion, negotiation simulations, the opportunity to analyze and evaluate outcomes to the simulations and direct instructor feedback.

Course leader

Angelina Kratschanova

Mag.; BA

Target group

graduate/postgraduate students and professionals

Course aim

Course Learning Objectives
• Get an understanding of negotiation theories across cultures
• Develop an awareness of how culture influences problem solving and negotiation
• General strategy for successful negotiation
• Improve the abilities to negotiate successfully
• Apply problem solving skills and creative thinking towards cross-cultural negotiations
• Ability to apply negotiation tools effectively in Asia and Europe
• Demonstrate proper preparation for a negotiation
• Recognize the effects of trust, reputation and relationship on negotiation
• Prepare for complexities of cross-cultural negotiations

Fee info

EUR 600: This is the reduced fee for students.