23 July 2021
International Business Negotiation Managementonline course
The course will encourage and enable the students to:
− be focused on basic and state‐of‐the‐art international negotiation management theories, strategies, and implementations;
− be studying and challenging the fruitful modern academic research in the field of international business negotiation;
− study the issues and problems probably faced by international managers under cross‐ culture international business situations, especially when the west meeting the east;
− be supported to identify and understand the diverse negotiation stakeholders and appeals involved in typical business negotiation scenarios;
− exercise and practice useful negotiation methods and tactics to establish positive personal experiences and lessons;
− facilitate developing team cooperation and team management expertise of business negotiation.
Lan Jun, Tongji University, China
Students who successfully complete this course will be able to:
− have an understanding of major theoretical perspectives of effective negotiation
management and implementation;
− realize how to apply practical negotiation concepts and models in the study of
international backgrounds, e.g. with the context of traditional/modern cultures;
− develop the strategic and tactical thoughts and be able to solve real negotiation
problems in business;
− link negotiation theories to practical negotiation cases;
− screen and explain both effective and ineffective negotiation strategies and practices
in foreign countries (West‐East situation especially emphasized as a strongly possible
− and have their awareness of complexity, flexibility and dynamics of cross‐cultural
negotiation management, for a well‐structured and streamlined solution.
Certificate of Attendance: awarded at the end of the summer school to all students who complete the 3-week programme.
Transcript of records (with credits and grades): awarded only to students who complete all course obligations and pass the final examination.
EUR 500: What is included?
- tuition for online synchronous lectures and access to all course materials/software/platforms;
- non-refundable registration/administrative fee,
- Certificate of Attendance and Transcript of records;
- professional administrative support before, during and after the programme;
- some organized activities during the programme to foster the intercultural experience.