Contents of the subject

• Basics of cross-cultural communication and negotiations
• Barriers and conflicts in cross-cultural communication and negotiations
• Relationship-building with “the other”; short-term profits vs long-term business
• Strategies for successful communication and an negotiations in international business settings

Qualification aims of the subject

• Enhanced sensitivity for cultural differences as they play out in communication and negotiations in international business settings
• Awareness of own communication & negotiating style, assumptions and goals
• Increased confidence in own ability to effectively communicate and in an international context
• Increased understanding of pace and time in cross-cultural communication and negotiations

Applicability of the subject

This module is exclusively offered for the MBA Master of Business Administration. The module is taught in the second study phase which provides fundamental cross-sector and cross-functional skills and knowledge in management.

The nature of the examination / requirements for the award of credit points

Attendance is mandatory !

Literature and learning resources

• Gates, S. (2015). The negotiation book: Your definitive guide to successful negotiating (2nd Ed.). Wiley: Chichester.
• Javidan, M., Dorfman, P.W.,  Sully de Luque, M., and House, R. J. (2006). In the eye of the beholder: Cross-cultural lessons in leadership from Project GLOBE. Academy of Management Perspective, 20, 67–90.
• Meyer, E. (2014). The culture map: Breaking through the invisible boundaries of global business. Public Affairs: New York.
• Meyer, E. (2014). Navigating the cultural minefield. Harvard Business Review, May, 119-123.
• Thomas D.C., and Inkson, K. (2009). Cultural intelligence: Living and working globally. Berrett-Koehler Publishers: San Francisco.

Additional information

Lecturer:

Prof. Dr. Barbara Beham

Barbara Beham is a professor of organizational psychology and cross-cultural management at HWR Berlin. Before joining HWR Berlin in 2014, she was an associate professor at Technical University Berlin and an assistant professor at Humbolt-Universität Berlin. Her research focuses on the intersection of professional and personal life, with a strong focus on quantitative cross-national research. She teaches organizational behavior, cross-cultural management, human resource management, research methods and consulting skills in various undergraduate and graduate programs at HWR Berlin.  

Teaching and learning forms

• Interactive mini-lectures, videos
• Partner/group brainstorming, self-reflection
• Plenary discussion, role-play, case studies

Participation requirements

• Relevant readings and/or other preparation  when required;
• An open mind and an interest in personal development and learning;
• A willingness to contribute and actively participate in discussions.