International Cross-Cultural Negotiation and Communication Skills

Catalog description

This course will introduce students to practical cross-cultural negotiation and communication skills useful in international settings. The course will address the work of Geert Hofstede and the 6D cultural dimensions model as well as the writings of Edward T. Hall regarding high and low context communicators. Learning objectives include: understand basic interest-based negotiation theory; apply negotiation techniques to engage in a problem-solving conversation; identify culture clusters based on the Hofstede 6D model; understand personal cultural preferences in comparison to a country of interest; and use appropriate questions, listening skills and other communication strategies to increase understanding and obtain results that meet client needs and interests. Students will learn though assigned readings, simulated negotiations, feedback, and guest speaker(s).