International Negotiation

Code:

MIET0029

Acronym:

NI

Keywords
Classification	Keyword
OFICIAL	Business Management

Instance: 2022/2023 - 1S

Active?	Yes
Responsible unit:	Department of Industrial Engineering and Management
Course/CS Responsible:	Master in Innovation and Technological Entrepreneurship

Cycles of Study/Courses

Acronym	No. of Students	Study Plan	Curricular Years	Credits UCN	Credits ECTS	Contact hours	Total Time
MIET	18	Syllabus since 2008/09	1	-	3	21	81

Teaching language

English

Objectives

Introduce the detailed study of the negotiation process.
Identify, classify and explain the origin of negotiation (conflict) and the external aspects (cultural and ethical values) that condition decision-making.
Present the ethical requirements established in the European legislation to combat corruption and linked to d and leadership. 
Acquire skills of critical analysis of different situations and to define and implement actions throughout the negotiation process (from preparation to follow-up of agreements)

Learning outcomes and competences

At the end, participants will be able TO: 

• Identify conflicts and develop actions to manage decision-making processes and mitigation actions for the various cultural and ethical impacts, which safeguard them, particularly non-ethical issues;
• IDentify and implement ethical constraints (namely those resulting from European legislation in force);
• Identify cultural aspects and d mitigation processes for their impacts on negotiation;
• Develop the strategy, planning, preparation and participation in Negotiation processes in a multicultural environment (focusing on the development of the win-win methodology).

Working method

Presencial

Pre-requirements (prior knowledge) and co-requirements (common knowledge)

does not apply

Program

1. Conflict: the source and basis of negotiation. Types and sources of conflicts, their escalation and consequences. The elements of decision making: values, judgment and decision making process (inter)national or (multi)cultural negotiation?
2. Conflict. Types, sources, development and management of conflict. Decision-making (values, judgment, decision-making process) 
3. Culture: Values, models and dimensions. Inter and cross-cultural impacts. The impact of culture on negotiation.
4. Ethics: from individual behavior, to leadership, decision making and management. Values and ethical dilemmas. Ethical blindness. Toxic manager. Ethical issues in business (European directives and their consequences).
5. Negotiation. Strategy, type, process and negotiation phases
6. Overview of interconnections: negotiation-culture-ethics. Wrap-up

Note: A case study will be used throughout the sessions, and will be analysed in each session according to the questions addressed in the session.

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
Cloke, Kenneth & Goldsmith, Joan; Resolving conflicts at work _ ten strategies for everyone on the job, \jossey-Bass, 2011. ISBN: 978-0-470-92224-8

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 (25%)
• presentation and discussion of case studies (15%)

 

Frequency acquisition:

• attending 75% of the classes
• The final grade should be express in 10 to 20 over 20

NOTE: quizzes address themes from the session as well as from the case study

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

Examinations or Special Assignments

does not apply

Internship work/project

does not apply

Special assessment (TE, DA, ...)

In the case of students on special study programmes - who do not opt to take the course with quizzes and individual work - they may require a final exam and individual work to be agreed with the teacher (creation of a case study, or simulation of an international negotiation situation, or other)

The final grade is obtained by applying the following formula
FG = (FT *.40 + IA*.60]*20

FG- Final grade (range 0-20)
FT = final test (in %) 
IA - Individual assessment (in %) 

Classification improvement

The improvement of classification can be done by final examination covering the whole area of knowledge of the course unit