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JOHN CABOT UNIVERSITY

COURSE CODE: "BUS 340"
COURSE NAME: "Leading Multicultural Negotiations"
SEMESTER & YEAR: Spring 2015
SYLLABUS

INSTRUCTOR: Pal Belenyesi
EMAIL: [email protected]
HOURS: MW 1:30 PM 2:45 PM
TOTAL NO. OF CONTACT HOURS: 45
CREDITS: 3
PREREQUISITES: Prerequisite: Junior Standing
OFFICE HOURS:

COURSE DESCRIPTION:

Negotiation processes are extensive strategies, based on principles which can be apprehended and applied to solve conflicts of interest in a forward-looking and intelligent manner. Negotiating in a multicultural enviornment is even more challenging.

This highly participatory course aims at providing students with both theoretical and practical background to develop personal skills to manage negotiations in multicultural environment. The course will explore leadership and communication approaches to effective negotiation management, and will highlight the role of innovation in achieving integrative, successful results. Students will have an opportunity to explore the meaning and practice of managing negotiations. The interdisciplinary itinerary will review theories of logic, public speaking, cultural disciplines and ethics. The course introduces examples from EU-level and international negotiations, and requires active student involvement and teamwork. 

The course will use hand-outs and a selection of articles from classic and contemporary literature. 

SUMMARY OF COURSE CONTENT:
As you begin a career, negotiation will become a part of your work. You will be given tasks and responsibilities that require you to negotiate, represent your organization, and mediate between conflicting interests skilfully. This course is an introduction to the history, methods and practices of negotiations.

LEARNING OUTCOMES:
Students are expected to be able to demonstrate a practical understanding of negotiation techniques and apply the major theoretical approaches to the study of particular negotiation case studies. Also, they will be better skilled with the basics of negotiating with groups or individuals from different cultural backgrounds. The course stretches from theoretical foundations to practical application. How do we approach problems, how should we prepare for a negotiation, what skills and tactics should we use? The course is suited for everyone who is open, interested and is willing to participate actively in classroom discussions. Skills to manage intelligent appearances in a distinct international environment, and the ability to logically reason when opportune are also on the learning curve.  
TEXTBOOK:
Book TitleAuthorPublisherISBN numberLibrary Call NumberCommentsFormatLocal BookstoreOnline Purchase
The Culture Map: Breaking Through the Invisible Boundaries of Global BusinessErin MeyerPublicAffairs (Preseus Books group)978-1-61039-250-1     
The naked presenterGarr reynoldsNew Riders978-0-321-70445-0     
REQUIRED RESERVED READING:
NONE

RECOMMENDED RESERVED READING:
NONE
GRADING POLICY
-ASSESSMENT METHODS:
AssignmentGuidelinesWeight
Midterm paperPaper, must be handed in by 9 March 2015. Title discussed with the lecturer.40
Midterm examWritten exam. 30
Final examWritten exam.30

-ASSESSMENT CRITERIA:
AWork of this quality directly addresses the question or problem raised and provides a coherent argument displaying an extensive knowledge of relevant information or content. This type of work demonstrates the ability to critically evaluate concepts and theory and has an element of novelty and originality. There is clear evidence of a significant amount of reading beyond that required for the cour
BThis is highly competent level of performance and directly addresses the question or problem raised.There is a demonstration of some ability to critically evaluatetheory and concepts and relate them to practice. Discussions reflect the student’s own arguments and are not simply a repetition of standard lecture andreference material. The work does not suffer from any major errors or omissions and provides evidence of reading beyond the required assignments.
CThis is an acceptable level of performance and provides answers that are clear but limited, reflecting the information offered in the lectures and reference readings.
DThis level of performances demonstrates that the student lacks a coherent grasp of the material.Important information is omitted and irrelevant points included.In effect, the student has barely done enough to persuade the instructor that s/he should not fail.
FThis work fails to show any knowledge or understanding of the issues raised in the question. Most of the material in the answer is irrelevant.

-ATTENDANCE REQUIREMENTS:
Refer to the University Policy.
ACADEMIC HONESTY
As stated in the university catalog, any student who commits an act of academic dishonesty will receive a failing grade on the work in which the dishonesty occurred. In addition, acts of academic dishonesty, irrespective of the weight of the assignment, may result in the student receiving a failing grade in the course. Instances of academic dishonesty will be reported to the Dean of Academic Affairs. A student who is reported twice for academic dishonesty is subject to summary dismissal from the University. In such a case, the Academic Council will then make a recommendation to the President, who will make the final decision.
STUDENTS WITH LEARNING OR OTHER DISABILITIES
John Cabot University does not discriminate on the basis of disability or handicap. Students with approved accommodations must inform their professors at the beginning of the term. Please see the website for the complete policy.

SCHEDULE

Introduction, background, warm-up

The negotiation procedure and its phases

How to negotiate in multicultural environments?

Cultural societies (high context, low context societies): Europe, US, Asia

Communicating, types of communications (elaborate vs succinct, direct vs indirect), verbal and non-verbal barriers (process, context, messages)

Management of culturally different team members (feedback, appreciation, task assigning)

Cultural relativity

Mid-term exam, Mid-term paper 

Non-verbal communication. Improving communication effectiveness

History of public speaking, basics of speechifying, public debating (from the ancient Greeks and Romans to today’s grand influencers)

Case study of negotiating the second telecoms regulatory framework in the EU in 2007/2008

Guest lecture 

Review of the course

Finals