International Negotiation

Code:

MIET0029

Acronym:

NI

Keywords
Classification	Keyword
OFICIAL	Business Management

Instance: 2023/2024 - 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	20	Syllabus since 2008/09	1	-	3	21	81

Teaching language

English

Objectives

Introduce the detailed study and analysis of the negotiation process in multicultural environments (beyond the international environment): 

• Identity, categorise and understand the conflict at the origin of negotiation, and which conditions the negotiation process; 
• Identify and understand the interactions of cultural and ethical values conditioning decision-making throughout the negotiation process;
• Identify and understand the specificities of each phase of the negotiation process.

Introduce the detailed study and analysis of the ethical requirements set out in European legislation on anti-corruption and transparency and their interactions associated with decision-making in management, particularly throughout the negotiation process. 
To develop the ability to analyse different situations critically and to define and implement actions throughout the phases of the negotiation process (from preparation to follow-up of agreements). 

Learning outcomes and competences

In the end, participants will be able to

• Identify conflicts and develop actions to manage decision-making processes, and in particular those to mitigate the cultural and ethical impacts of non-ethical issues and safeguard them;
• Identify and implement the ethical constraints (in particular those resulting from the European legislation in force) in decision-making;
• Identify cultural aspects and develop processes to mitigate their impacts on the negotiation process;
• Design the strategy, planning, preparation and participation in negotiation processes in a multicultural environment (with a p focus on the development of a win-win methodology);
• Design a negotiation process in an international or multicultural environment.

Working method

Presencial

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

does not apply

Program

1 From local to global, from national to international, multiculturalism. The decision-making process. Conflict, ethics and culture are the perfect ingredients of the explosive cocktail in decision-making and negotiation. (Inter)national or (multi)cultural negotiation?

2. Conflict. Types, sources, development and management of conflict. From intra and interpersonal to intra and intergroup conflicts. The role of judgement in the search for conflict resolution. Agreement or consensus.

3. Culture: Values, models and dimensions. Inter- and cross-cultural impacts. The impact of culture on decision-making and the negotiation process.

4. Ethics: Values and ethical dilemmas. The phenomenon of "ethical blindness". Toxic manager. Ethical issues in business (European directives and their consequences). 

5. Negotiation. Strategy, type, process and phases of negotiation. The ethical and cultural impacts on the negotiation process. The mitigation of these impacts.

6. Overview of the interconnections: negotiation-culture-ethics. Case studies and examples. Wrap-up

Note:
In addition to the examples presented in each of the theoretical presentations, a case study will be used, which will be analysed in each of the sessions, according to the issues addressed therein.

Mandatory literature

Palazzo, Guido & Krings, Franciska & Hoffrage, Ulrich ; Ethical Blindness, Journal of Business Ethics, 2012. ISBN: http://dx.doi.org/10.2139/ssrn.2212617 (Vol. 109,pp 323–338 Available at SSRN: https://ssrn.com/abstract=2212617)
Singhapakdi, Anuson & Marta, Janet & Rao, C. R. & Cicic, Muris ; Is Cross-Cultural Similarity an Indicator of Similar Marketing Ethics?”, , Journal of Business Ethics, 2001. ISBN: https://doi.org/10.1023/A:1010699529874 (Vol 32: 55–68)
Schneider, Claudia & Fehrenbacher, Dennis & Weber, Elke ; Catch me if I fall. Cross-national differences in willingness to take financial risks as a function of social and state ‘cushioning”, International Business Review, 2017. ISBN: https://doi.org/10.1016/j.ibusrev.2017.03.008 (volume 26, Issue 6, December 2017, Pages 1023-1033)
Doh, Jonathan & Husted, Bryan & Matten, Dirk, & Santoro, Michael ; “Hoy there! toward greater congruence and synergy between international business and business ethics theory and research”, Business Ethics Quarterly, 2010. ISBN: https://www.jstor.org/stable/25702410 (vol 20 nº 3, pp 481-502; )
Aroso, Manuel & Costa, Jorge ; International negotiation - brief notes, Aroso, Manuel &Costa, Jorge , 2023 (available in MODODLE platform)

Complementary Bibliography

Lempereur, Alain & Colson, Aurélien,; The first move: a negotiatior’s companion, John Wiley & Sons, 2010. ISBN: ISBN:9781119207023 (doi:10.1002/9781119207023)
Harris Jr, Charles & Pritchard, Michael & James, Ray & Engelhardt, Elaine & Rabins, Michael; Engineering Ethics: Concepts and Cases, Wadsworth, 2019. ISBN: ISBN: 978-1-337-55450-3 (6th Edition)
Crane, Andrew & Matten, Dirk & Glozer, Sarah & Spence, Laura; Business Ethics - Managing Corporate Citizenship and Sustainability in the Age of Globalizatio, Oxford University Press, 2015. ISBN: ISBN: 9780198810070 (5yh Edition)
Cloke, Kenneth & Goldsmith, Joan; Resolving conflicts at work: ten strategies for everyone on the job, Jossey-Bass, 2011. ISBN: 978-0-470-92224-8
Bhatia,Nazli & Chow, Rosalind M.& Weingart, Laurie R. & Diabes, Matthew ; Your Cost or My Benefit? Effects of Concession Frames in Distributive Negotiations, Negotiation and Conflict Management Research, , 2023. ISBN: DOI: 10.34891/2023.489 (Volume 16, Number 2, Pages 165-188)
Obi, Innocentina-Marie & Bollen, Katalien & Aaldering, Hillie & Robijn, Wouter & Euwema, Martin; Servant Leadership, Third-Party Behavior, and Emotional Exhaustion of Followers, Negotiation and Conflict Management Research , 2020. ISBN: oi: https://doi.org/10.34891/3gvv-9w38 (vol 14 nº 4)
Kump, Barbara & Scholz, Markus; Organizational Routines as a Source of Ethical Blindness, Organization Theory, 2022. ISBN: doi:10.1177/26317877221075640 (Volume 3: 1–24 )
Mazutis, Daina & Slawinski, Natalie & Palazzo, Guido; A Time and Place for Sustainability: A Spatiotemporal Perspective on Organizational Sustainability Frame Developmen, Business & Society, 2021. ISBN: DOI: 10.1177/ (Vol. 60(7) 1849–1890 )

Teaching methods and learning activities

The methodology employed is based on a combination of the following approaches:

• Presentation of theoretical concepts;
• Analysis of situations that exemplify the theoretical concepts;
• Identification and analysis of day-to-day situations;
• Discussion on impacts and ways of mitigating them.
• Detailed analysis of a case study regarding the interactions of the various concepts;

Evaluation Type

Distributed evaluation without 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

Attendance at a session is counted as entering the session within 15 minutes of the time set for the start of the session and remaining until the end of the session

Calculation formula of final grade

FG = [(NA / TNS)*.20+ (Q1+Q2+Q3+Q4)*.10+ IA*.40]*20

FG- Final grade (range 0-20)
NA - Number of attendance (hours)
TNS- Total Number of sessions (horas)
Q1, Q2, Q3, Q4 - the 4 best evaluations obtained in the quiz of each session (in %)
IA - Individual assessment (in %)

The quizzes will be carried out in the classroom on the MOODLEplatform.
The Individual Work will be carried out according to the instructions in the "Assessment" section on the MOODLE platform.
The positive classification (pass) will be expressed from 10 to 20 values.
 
Note:
This formula applies to all ordinary and to working students who, at the end of the first session, communicate by e-mail to the teachers that they opt for the distributed assessment without a final exam.

Examinations or Special Assignments

does not apply

Internship work/project

does not apply

Special assessment (TE, DA, ...)

In the case of students in special status who have not opted at the end of the first session for the distributed assessment without a final exam, the final classification is obtained by the formula:

FG = (FT *.40 + IA*.60]*20

 FG- Final grade (range 0-20)
FT = final test (in %)
IA - Individual assessment (in %)T he positive classification (pass) will be expressed from 10 to 20 values
The Individual assessment will be carried out according to the instructions in the "Assessment" section on the MOODLE platform.

Classification improvement

does not apply