International Negotiation
Keywords |
Classification |
Keyword |
OFICIAL |
Business Management |
Instance: 2020/2021 - 1S
Cycles of Study/Courses
Acronym |
No. of Students |
Study Plan |
Curricular Years |
Credits UCN |
Credits ECTS |
Contact hours |
Total Time |
MIET |
19 |
Syllabus since 2008/09 |
1 |
- |
3 |
21 |
81 |
Teaching language
English
Objectives
At the end of this Module students should be aware of the complexity of situations - in multicultural environments - arising from the different social, ethical, cultural and economic contexts with which in professional life they will confront, and for that, and for that,
- Know-know
- the decision-making process, cultural models, and the win-win negotiation methods
- Know - to be
- Interpreting their behaviour, based on ethical and cultural values,
- Know how to do
- Identify the decision-making processes, in particular the non-ethical ones, and develop mitigation of those impacts;
- Identify cultural aspects and develop mitigation of their impact;
- Develop the strategy, planning, preparation and participation in a win-win negotiation in a multicultural environment;
Learning outcomes and competences
B12, B16, B17, B18, B19, B20, B21, B22, B23, B24, B25, B26, B27, B28; C16, C17; D01, D02, D05, D21, D22, D23, D24, D25, D30, D35, D36 ; F30 ; J16, J21; L41, L42, L43, L44, L45, L47, L48, L55 ; M13, M14 ; N01; O05
Working method
Presencial
Pre-requirements (prior knowledge) and co-requirements (common knowledge)
Program
1. From Local to Global. Brief history. The “global village” ’ myth.
2. Culture. Cultural values, models and dimensions. Cross-cultural impacts.
3. Ethics in Decision Making Process, Leadership and management. Ethical values and dilemmas. Ethical blindness. Toxic manager.
4. Negotiation. Strategy, types, processes and phases.
5. Ethics & Culture & Negotiation their interaction and mitigation. Case Studies.
Mandatory literature
Palazzo, G & Krings, F & Hoffrage, U;
Ethical blindness, Journal of Business Ethics, 2012
Singhapakdi, A , Marta, Janet , Erao, C. Cici, Muris ;
Is Cross-Cultural Similarity an Indicator of Similar Marketing Ethics?”, , Journal of Business Ethics. ISBN: https://doi.org/10.1023/A:1010699529874
Schneider, C & Fehrenbacher, D & Weber, E,;
Catch me if I fall. Cross-national differences in willingness to take financial risks as a function of social and state ‘cushioning”,, nternational Business Review, 2017
Doh, J., Husted, B. W., Matten, D., & Santoro, M;
hoy there! toward greater congruence and synergy between international business and business ethics theory and researc, Business Ethics Quarterly, 2010
Complementary Bibliography
Harris Jr, C et al ; Engineering Ethics_concepts and cases, Wadsworth, 2009
Lempereur, A & Colson, A ;; The first move,, Michele Pekar. , 2010
Harris, M. , Pritchard, M., Rabins, M, James, R., Engelhardt, E. ; Engineering Ethics: Concepts and Cases , Wadsworth , 2009. ISBN: 978-1337554503
Crane, A & Matten, D; Business Ethics, OUP, 2015
Teaching methods and learning activities
The methodology to be used is based on a combination of the following approaches:
- Presentation of theoretical concepts;
- Presentation and analysis of case studies;
- Identification and analysis of the day-to-day situations;
- Debate on impacts and ways of mitigating them
The evaluation, without final examination, will be done through:
- Participation in the sessions (20%);
- Answers to 4 of the quizzes (40%)
- Individual work or final test (40%)
Frequency acquisition:
- attending 75% of the classes
- The final grade should be express in 10 to 20 over 20
Evaluation Type
Distributed evaluation with final exam
Assessment Components
Designation |
Weight (%) |
Participação presencial |
20,00 |
Teste |
40,00 |
Trabalho prático ou de projeto |
40,00 |
Total: |
100,00 |
Amount of time allocated to each course unit
Designation |
Time (hours) |
Estudo autónomo |
63,00 |
Frequência das aulas |
21,00 |
Trabalho escrito |
30,00 |
Total: |
114,00 |
Eligibility for exams
Frequency acquisition:
- attending 75% of the classes
- The final grade should be express in the range 10 to 20 (over 20)
Session attendance is counted with room entry (or in the conditions defined by the University / Faculty, according to COVID19) up to 15 minutes from the timetable established for the beginning of the session and stay until the end of the session or last 10 minutes
Calculation formula of final grade
FG = [(NA / TNS)*.20+ (Q1+Q2+Q3+Q4)*.10+TI*.40]*20
FG- Final grade (range 0-20)
NA - Number of attendance (hours)
TNS- Total Number of sessions (horas)
Q1, Q2, Q3, Q4 - Quizz (in %)
FE - Final evaluation (individual work or Test)
Examinations or Special Assignments
The final examination may be replaced by individual work to be agreed with the teachers (creation of a case study, or simulation of an international negotiating situation, or other)
Internship work/project
does not apply
Special assessment (TE, DA, ...)
does not apply
Classification improvement
The improvement of classification can be done by final examination covering the whole area of knowledge of the course unit