Cross Cultural Management and Negotiation (IBC201)
Vietnamese title: Quản trị và đàm phán trong môi trường đa văn hóa
Credits: 3
Prerequisites: MGT101/MGT103/MKG101

Description:
This course explores the effect of cultural differences on organisational behaviour and negotiation in the global context. It exposes students to issues and problems that inevitably arise in international business when managers have to deal with culturally determined differences in values, attitudes and behaviours.
The course assists students in developing cross-cultural communication competence and management and negotiation skills to successfully solve problems and capitalise on opportunities in a multicultural environment.

Learning outcomes:
Describe cultural dimensions based on cultural frameworks and apply them to global business settings.
Identify different negotiation scenarios, then formulate and apply the instruments of negotiation strategy and tactics.
Develop cultural intelligence to interact and manage people from different cultures.
Developing capability to competently apply course concepts in cross- cultural situations that require responses at the individual, managerial and organisational levels.
Identify the major dimensions of culture relevant to work settings and discuss their effect on behavior in an international environment. Describe negotiation styles in different cultures; adjust negotiation tactics to cultural differences.
Explain the motivation, leadership and HR selection across cultures.
Develop cultural sensitivity needed to succeed in any kind of cross-cultural interactions.
Differentiate the different types of negotiation approaches (integrative, distributive negotiations).
Describe the strategies and actions taken on different stages of negotiations; appreciate and explain the importance of pre-; during and post-negotiation phases.
List the roles and functions in negotiation teams; demonstrate the skills of organizing and managing negotiation teams.

Student tasks:
-Students must attend at least 80% of contact slots in order to be accepted to the final examination.
-Student is responsible to do all exercises, assignments and labs given by instructor in class or at home and submit on time
-Use laptop in class only for learning purpose

Tools:
- Internet
- Textbook
- pon.harvard.edu

Materials:
description: International Management: Culture, Strategy, and Behavior
author: Fred Luthans and Jonathan Doh
publisher: McGraw-Hill Education
published_date: 2020
edition: 11th
isbn: 9781260570533
description: Negotiations
author: Roy J. Lewicki, Bruce Barry, and David M. Saunders
publisher: McGraw-Hill Education
published_date: 2010
edition: 6th
isbn: 73381209
description: ISE Negotiation
author: Roy J. Lewicki, Bruce Barry, David M. Saunders
publisher: McGraw-Hill Education
published_date: 2019
edition: 8th
isbn: 9781260565591
note: Chọn một trong 2 quyển Negociation. Ưu tiên mua ấn bản mới nhất

Assessments:
category: Essay Test
type: on-going
weight: 10.0
duration: Option 1: 60'
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
question_type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10
no_question: Option 1: Essay questions. Marked by lecturer
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: Option 1: 2 -3 short essay questions
grading_guide: Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
note: Option 1: In class, by instructor
Instructor has resposibility to review the test for students after graded.
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
category: Group Assignment
type: on-going
weight: 20.0
duration: Option 1: Vary
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
question_type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10
no_question: Option 1: A group of five students will choose a specific problem in global business context or international negotiation. From the theories acquired, they are required to prepare their strategy and plan to solve the problem or negotiate. Practical date will be the base for the input of the assignment .
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: Option 1: Maximum length of the group assignment should be 10 pages excluding appendices
grading_guide: Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
note: Option 1: The assignment includes two part: written report and oral presentation

All assignments (report and slides) should be typed and double-spaced with 11-point font, and must be submitted via LMS. A deduction of 10% of the assignment mark will be applied for each day of late submission

Recommended: 30% for presentation and 70% for the written report.
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
category: In-class Exercises
type: on-going
weight: 20.0
duration: Option 1: 60'-90'
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
question_type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10
no_question: Option 1: Games, Exercises, Role-plays, or Activities
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: Option 1: Vary
grading_guide: Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
note: Option 1: In class, by instructor. Total number of exercises: 5
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
category: Individual Assignment
type: on-going
weight: 10.0
duration: Option 1: Vary
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
question_type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10
no_question: Option 1: Each student is required to choose a country and perform the country overview. The report should include (but not limited) the following: 1. Brief country history: What significant events have affected each country today? Why? How?; What are the characteristics of the business culture? How does the culture of the country affect business? As international managers, what information is crucial to understand about the culture? What do we need to know in order to do business successfully in the country?2. Negotiations: How will we negotiate in your team’s chosen country? What tactics will be most effective to use? What are recommended negotiation strategies?
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: Option 1: Maximum length of the individual assignment should be 5 pages excluding appendices
grading_guide: Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
note: Option 1: The wrirting report should be typed and double-spaced with 11-point font, and must be submitted via LMS. A deduction of 10% of the assignment mark will be applied for each day of late submission
Option 2 (For Constructivism Approach only): Follow lecturer's proposal

.
category: Quiz
type: on-going
weight: 10.0
duration: Option 1: 30'
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
question_type: LO1, LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10, LO11, LO12, LO13, LO14, LO15, LO16, LO17, LO18, LO19, LO20, LO21, LO22, LO23, LO24, LO25, LO26, LO27, LO28, LO29, LO30, LO31, LO32, LO33, LO34, LO35, LO36, LO37, LO38, LO39, LO40, LO41, LO42, LO43, LO44, LO45, LO46, LO47, LO48, LO49, LO50, LO51, LO52, LO53, LO54, LO55, LO56, LO57, LO58, LO59, LO60, LO61, LO62, LO7, LO8, LO9, LO10
no_question: Option 1: Multiple choicesMarked by Computer or a suitable format
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
knowledge_and_skill: Option 1: 25-30 MC questions each quiz
grading_guide: Option 1: Quizzes and exercises will test for knowledge of subjects in the chapters assigned for that day.
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
note: Option 1: In class, by instructor
These quizzes and exercises will be given at various times during class (beginning, middle or end-another good reason to arrive on time). Total number of quizzes: 2.
Option 2 (For Constructivism Approach only): Follow lecturer's proposal
category: Final exam
type: Final exam
weight: 30.0
duration: 60'
question_type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10
no_question: Multiple choices
Marked by Computer
knowledge_and_skill: 50
grading_guide: Based on topics of studied units
note: By exam board,
using computer.
The exam questions must be updated or different at least 70% to the previous ones.

Schedule:
session: Introduction about the course and study method
Group Formation
learning_outcomes: ITU
materials: IBC201_Slides chap 1-10
session: Introduction about the course and study method
Group Formation
learning_outcomes: ITU
materials: IBC201_Slides chap 11-20
session: Group Assignment Guidelines
learning_outcomes: IT
session: Part 1: Cross Cultural Management
Chapter 4: The Meanings and Dimensions of Culture
learning_outcomes: IT
session: Chapter 4: The Meanings and Dimensions of Culture
learning_outcomes: IT
session: Chapter 4: The Meanings and Dimensions of Culture
learning_outcomes: IT
session: Chapter 5: Managing Across Cultures
learning_outcomes: IT
session: Chapter 5: Managing Across Cultures (Cont.)
learning_outcomes: IT
session: Chapter 5: Managing Across Cultures (Cont.)
learning_outcomes: IT
session: Chapter 6: Organizational Cultures and Diversity
learning_outcomes: IT
session: Chapter 6: Organizational Cultures and Diversity (Cont.)
learning_outcomes: U
session: Chapter 6: Organizational Cultures and Diversity (Cont.)
learning_outcomes: U
session: In-class Exercise 1
learning_outcomes: IT
session: Chapter 12: Motivation across Cultures
learning_outcomes: IT
session: Chapter 12: Motivation across Cultures (Cont.)
learning_outcomes: IT
session: Chapter 12: Motivation across Cultures (Cont.)
learning_outcomes: IT
session: Chapter 13: Leadership across Cultures
learning_outcomes: IT
session: Chapter 13: Leadership across Cultures (Cont.)
learning_outcomes: IT
session: Chapter 13: Leadership across Cultures (Cont.)
learning_outcomes: IT
session: In-class Exercise 2
learning_outcomes: IT
session: In-class Exercise 2
learning_outcomes: U
session: Chapter 14: Human Resource Selection and Development acrossCultures
learning_outcomes: U
session: Chapter 14: Human Resource Selection and Development acrossCultures (Cont.)
learning_outcomes: TU
session: Chapter 14: Human Resource Selection and Development acrossCultures (Cont.)
learning_outcomes: TU
session: Quiz 1
learning_outcomes: IT
session: Part 2: Negotiation
Chapter 1: The Nature of Negotiation
learning_outcomes: IT
session: Chapter 1: The Nature of Negotiation (Cont.)
learning_outcomes: IT
session: Chapter 1: The Nature of Negotiation (Cont.)
learning_outcomes: IT
session: Chapter 2:Strategies and tactics of distributive bargaining
learning_outcomes: IT
session: Chapter 2:Strategies and tactics of distributive bargaining (Cont.)
learning_outcomes: IT
session: Chapter 2:Strategies and tactics of distributive bargaining (Cont.)
learning_outcomes: U
session: In-class Exercise 3
learning_outcomes: U
session: In-class Exercise 3
learning_outcomes: ITU
session: Chapter 3: Strategy and Tactics of integrative bargaining.
learning_outcomes: ITU
session: Chapter 3: Strategy and Tactics of integrative bargaining (Cont.).
learning_outcomes: ITU
session: Chapter 3: Strategy and Tactics of integrative bargaining (Cont.).
learning_outcomes: ITU
session: Chapter 4: Strategy and planning
learning_outcomes: ITU
session: Chapter 4: Strategy and planning (Cont.)
learning_outcomes: ITU
session: Chapter 5: Perception, cognition and emotion
learning_outcomes: U
session: Chapter 5: Perception, cognition and emotion (Cont.)
learning_outcomes: U
session: In-class Exercise 4
learning_outcomes: ITU
session: In-class Exercise 4
learning_outcomes: ITU
session: Chapter 13: Multiple parties and teams
learning_outcomes: ITU
session: Chapter 13: Multiple parties and teams (Cont.)
learning_outcomes: ITU
session: Chapter 12: Coalitions
learning_outcomes: ITU
session: Chapter 12: Coalitions (Cont.)
learning_outcomes: ITU
session: Chapter 16: International and cross culture in Negotiation
learning_outcomes: ITU
session: Chapter 16: International and cross culture in Negotiation (Cont.)
learning_outcomes: ITU
session: Chapter 16: International and cross culture in Negotiation (Cont.)
learning_outcomes: ITU
session: In-class Exercise 5
learning_outcomes: ITU
session: In-class Exercise 5
learning_outcomes: U
session: Chapter 7: Cross-Cultural and Negotiation (Book 1)
learning_outcomes: U
session: Chapter 7: Cross-Cultural and Negotiation (Cont.)
learning_outcomes: TU
session: Quiz 2
Group Report Submission
learning_outcomes: TU
session: Group Presentation
learning_outcomes: TU
session: Group Presentation
learning_outcomes: TU
session: Group Presentation
learning_outcomes: TU
session: Essay Test
learning_outcomes: TU
session: Essay Test
learning_outcomes: TU
session: Review/Recap
learning_outcomes: TU