Program Overview

Cross-cultural Negotiation

Course Overview

The Cross-cultural Negotiation course is designed to introduce students to different approaches and models of negotiation, with a focus on cross-cultural negotiation skills. The course consists of a combination of lectures, video demonstrations, and simulations/cases followed by analyses of the students' behavior in a negotiation context.

Course Details

• ECTS: 10
• Form of instruction: Classroom instruction
• Form of examination: Take-home assignment (Assign)
• Language of instruction: English
• Level: Bachelor
• Location: Aarhus

Course Content

Negotiation occurs in various contexts, including everyday problem-solving, dispute resolution, and formal business negotiations. The complexity of negotiation increases when negotiators represent different national and/or business cultures, making cross-cultural negotiation skills highly important in today's international business community. The course introduces students to different approaches to and models of negotiation, followed by practical assignments throughout the course.

Description of Qualifications

The purpose of the internationalisation electives is to provide students with the opportunity to use a foreign language in an academic setting and to work with an academic theme within the humanities. The course contributes to the international dimension of the degree programme and improves students' understanding of the academic profile of their degree programme in relation to the humanities as a whole.

Academic Objectives

• Knowledge: Demonstrate understanding of negotiation strategies from a universal perspective, apply key theoretical and methodological approaches of the course, and critically reflect on oral and/or written products.
• Skills: Apply technical negotiation tools in practice and discuss the theme of the course in a foreign language in an academic context.
• Competences: Negotiate constructively in a cross-cultural context, participate constructively in learning collaboration in a foreign language across educational and/or cultural backgrounds, and gain perspective on and compare the academic profile of the degree programme in relation to the subject areas of the humanities.

Examination

• Form of examination: Take-home assignment (Assign)
• Form of co-examination: Internal co-examination
• Assessment: 7-point grading scale
• Permitted exam aids: Not specified

Comments on the Form of Examination

The exam consists of a portfolio that contains 3-8 assignments. The number of assignments, their form, and length are announced in writing in Brightspace and orally by the teacher at the beginning of the semester. The portfolio can be completed individually or in groups of up to 6 students.

Literature

• Hilligsøe & Pooley, Why Doesn't He Use a Spoon? - a guide to International negotiation, Hans Reitzels Forlag
• Uro, William, The Third Side, Penguin

Teaching

• Form of instruction: Classroom instruction
• Instructor: Søren Hilligsøe
• Course coordinator: Søren Hilligsøe

Comments on the Form of Instruction

The course consists of a combination of lectures, video demonstrations, and simulations/cases followed by analyses of the students' behavior in a negotiation context. As part of the course, the student produces a number of assignments, which can provide the basis for different forms of feedback and further development related to the teaching.

Type of Course

• Type of course: Summer University
• Primary programme: Bachelor's Degree Programme in International Business Communication in Spanish
• Related programmes: Various Bachelor's Degree Programmes

Information about Courses at Aarhus University

For inquiries about this course, please contact the School of Communication and Culture. For questions about the course catalogue, visit studerende.au.dk. Registration for courses takes place in Student Self-Service. Sign in via mystudies.au.dk.