International Negotiation

Code:

MIET0029

Acronym:

NI

Keywords
Classification	Keyword
OFICIAL	Business Management

Instance: 2020/2021 - 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	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

Working method

Presencial

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

Program

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

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