Module Code CM 430
Module Title Intercultural Negotiation & Conflict Management
Academic level Master
Credit value 15
Instruction English
Pre-requisites CM 410 - Intercultural Communication Theory
Co-requisites CM 420 - Strategic Communications in International Contexts;
AS 410 - East Asia;
AS 420 - Middle East;
AS 430 - Latin America
for Module
Negotiation is an art and a science aimed at securing agreements between two or more parties who are interdependent and who are seeking to maximize their outcomes. Given the increased growth of interna-tional trade through the spread of globalisation, there has been a significant increase in interaction among managers from different countries with different management styles and approaches to negotia-tion and conflict-management. This interaction and the encountering of different approaches can itself be a source of conflict. However, conflict, contrary to general belief, need not be dysfunctional. Where properly managed, conflicts can lead to positive outcomes, such as improved understanding, better alternatives and increased satisfaction. This module seeks to help students understand how different national cultures can influence the effectiveness of international transactions and will be concerned with developing a better understanding of the behaviour of individuals, groups, and organizations in the context of competitive, cross-cultural situations.
The module will focus on the practical aspects of negotiation and conflict management in intercultural business contexts, and it will provide an overview of the main problems involved in negotiation and con-flict management. Students will be able to work on case studies and material related to negations and the resolution of conflicts. The module is also designed to familiarise students to theories of negotiation and bargaining, discuss the applicability of various tools and techniques in problem solving real cases, and allow them to make use of such techniques in role playing and simulations.
The module will consider the events leading up to the actual negotiation as well as the subsequent events involving the implementation of agreements. Good preparation and planning are key elements of successful negotiation and these will be explored together with issues related to getting the best out of the meeting itself by understanding and enhancing relationships between the parties involved. It is impor-tant that negotiators learn to prepare before action, and to debrief afterwards. They should improve working relationships within an organisation, and with the other side, before any other action. They need to negotiate process before substance. In a meeting, it is essential they communicate effectively, and use active listening before active speaking, asking relevant questions before presenting persuasive arguments to different audiences. They also need to create value with others, before claiming value for themselves; to deal with emotions before focusing on substantive problem-solving. In other words, participants will become more aware of, have an opportunity to reflect on, critique and adjust how they behave in negotiation contexts, and whether or not they should behave the same way, or differently.
The module builds on the module Intercultural Communication Theory and complements the module Strategic Communications in International Contexts, as well as the Area Studies module.
Aims This module aims to:
  1. investigate the principles, methods and techniques for engaging in negotiations and conflict avoidance/resolution in an intercultural business environment;
  2. increase students' awareness of negotiation complexity in intercultural contexts;
  3. help students become better analysts of negotiation and conflict;
  4. improve students' analytical and interpersonal skills in negotiation and conflict-management so as to enable them to deal efficiently with tensions, differences, and conflicts.