[major=BBA_FIN | course_id=IBC201 | syllabus_id=13036 | semester=7 | combo=FIN_COM4 | title=Cross Cultural Management and Negotiation]
Course ID: IBC201
Title EN: Cross Cultural Management and Negotiation
Title VI: Quản trị và đàm phán trong môi trường đa văn hóa
Credits: 3.0
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.
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
Course type: traditional
Decision: 932/QĐ-ĐHFPT dated 08/22/2025
Approved date: 2025-08-22
CLO1: Describe cultural dimensions based on cultural frameworks and apply them to global business settings.
[1] 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; grading_guide=Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal; completion_criteria=; clos=>0
[2] 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; grading_guide=Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal; completion_criteria=; clos=>0
[3] 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; grading_guide=Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal; completion_criteria=; clos=>0
[4] 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; grading_guide=Option 1: Based on topics of studied units
Option 2 (For Constructivism Approach only): Follow lecturer's proposal; completion_criteria=; clos=>0
[5] 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; 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; completion_criteria=; clos=>0
[6] category=Final exam; type=Final exam; weight=30.0; duration=60'; question_type=LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10; grading_guide=Based on topics of studied units; completion_criteria=; clos=4
[1] desc=International Management: Culture, Strategy, and Behavior; author=Fred Luthans and Jonathan Doh; publisher=McGraw-Hill Education; edition=11th; isbn=9781260570533; main=True; online=; note=
[2] desc=Negotiations; author=Roy J. Lewicki, Bruce Barry, and David M. Saunders; publisher=McGraw-Hill Education; edition=6th; isbn=73381209; main=True; online=; note=
[3] desc=ISE Negotiation; author=Roy J. Lewicki, Bruce Barry, David M. Saunders; publisher=McGraw-Hill Education; edition=8th; isbn=9781260565591; main=True; online=; note=Chọn một trong 2 quyển Negociation. Ưu tiên mua ấn bản mới nhất
Session 1: Introduction about the course and study method
Group Formation
Topic: Offline; Teaching type: LO0; LO: ITU
ITU: http://lms-undergrad.fpt.edu.vn/
Materials: IBC201_Slides chap 1-10
Download: Login LMS

Session 2: Introduction about the course and study method
Group Formation
Topic: Offline; Teaching type: LO0; LO: ITU
ITU: http://lms-undergrad.fpt.edu.vn/
Materials: IBC201_Slides chap 11-20
Download: Login LMS

Session 3: Group Assignment Guidelines
Topic: Offline; Teaching type: LO1; LO: IT
ITU: Student's book, LMS
Download: Read group assignment's requirements before class

Session 4: Part 1: Cross Cultural Management
Chapter 4: The Meanings and Dimensions of Culture
Topic: Offline; Teaching type: LO1; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class
CLO10: Identify different negotiation scenarios, then formulate and apply the instruments of negotiation strategy and tactics.
Session 1: Chapter 4: The Meanings and Dimensions of Culture
Topic: Offline; Teaching type: LO2; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Chapter 4: The Meanings and Dimensions of Culture
Topic: Offline; Teaching type: LO2; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 5: Managing Across Cultures
Topic: Offline; Teaching type: LO2; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 5: Managing Across Cultures (Cont.)
Topic: Offline; Teaching type: LO2; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class
CLO2: Develop cultural intelligence to interact and manage people from different cultures.
Session 1: Chapter 5: Managing Across Cultures (Cont.)
Topic: Offline; Teaching type: LO3, LO4; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Chapter 6: Organizational Cultures and Diversity
Topic: Offline; Teaching type: LO3, LO4; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 6: Organizational Cultures and Diversity (Cont.)
Topic: Offline; Teaching type: LO1, LO2, LO3, LO4, LO6; LO: U
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 6: Organizational Cultures and Diversity (Cont.)
Topic: Offline; Teaching type: LO1, LO2, LO3, LO4, LO6; LO: U
ITU: Student's book, LMS
Download: Read chapter before class
CLO3: Developing capability to competently apply course concepts in cross- cultural situations that require responses at the individual, managerial and organisational levels.
Session 1: In-class Exercise 1
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 2: Chapter 12: Motivation across Cultures
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 12: Motivation across Cultures (Cont.)
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 12: Motivation across Cultures (Cont.)
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class
CLO4: 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.
Session 1: Chapter 13: Leadership across Cultures
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Chapter 13: Leadership across Cultures (Cont.)
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 13: Leadership across Cultures (Cont.)
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: In-class Exercise 2
Topic: Offline; Teaching type: LO5; LO: IT
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.
CLO5: Explain the motivation, leadership and HR selection across cultures.
Session 1: In-class Exercise 2
Topic: Offline; Teaching type: LO5, LO6; LO: U
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 2: Chapter 14: Human Resource Selection and Development acrossCultures
Topic: Offline; Teaching type: LO5, LO6; LO: U
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 14: Human Resource Selection and Development acrossCultures (Cont.)
Topic: Offline; Teaching type: LO1, LO2, LO3, LO4, LO5, LO6; LO: TU
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 14: Human Resource Selection and Development acrossCultures (Cont.)
Topic: Offline; Teaching type: LO1, LO2, LO3, LO4, LO5, LO6; LO: TU
ITU: Student's book, LMS
Download: Read chapter before class
CLO6: Develop cultural sensitivity needed to succeed in any kind of cross-cultural interactions.
Session 1: Quiz 1
Topic: Offline; Teaching type: LO7; LO: IT
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 2: Part 2: Negotiation
Chapter 1: The Nature of Negotiation
Topic: Offline; Teaching type: LO7; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 1: The Nature of Negotiation (Cont.)
Topic: Offline; Teaching type: LO7; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 1: The Nature of Negotiation (Cont.)
Topic: Offline; Teaching type: LO7; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class
CLO7: Differentiate the different types of negotiation approaches (integrative, distributive negotiations).
Session 1: Chapter 2:Strategies and tactics of distributive bargaining
Topic: Offline; Teaching type: LO7; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Chapter 2:Strategies and tactics of distributive bargaining (Cont.)
Topic: Offline; Teaching type: LO7; LO: IT
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 2:Strategies and tactics of distributive bargaining (Cont.)
Topic: Offline; Teaching type: LO7, LO10; LO: U
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: In-class Exercise 3
Topic: Offline; Teaching type: LO7, LO10; LO: U
ITU: Student's book, LMS
CLO8: Describe the strategies and actions taken on different stages of negotiations; appreciate and explain the importance of pre-; during and post-negotiation phases.
Session 1: In-class Exercise 3
Topic: Offline; Teaching type: LO7; LO: ITU
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 2: Chapter 3: Strategy and Tactics of integrative bargaining.
Topic: Offline; Teaching type: LO7; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 3: Strategy and Tactics of integrative bargaining (Cont.).
Topic: Offline; Teaching type: LO7; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 3: Strategy and Tactics of integrative bargaining (Cont.).
Topic: Offline; Teaching type: LO7; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class
CLO9: List the roles and functions in negotiation teams; demonstrate the skills of organizing and managing negotiation teams.
Session 1: Chapter 4: Strategy and planning
Topic: Offline; Teaching type: LO8; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Chapter 4: Strategy and planning (Cont.)
Topic: Offline; Teaching type: LO8; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 5: Perception, cognition and emotion
Topic: Offline; Teaching type: LO7, LO8, LO10; LO: U
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 5: Perception, cognition and emotion (Cont.)
Topic: Offline; Teaching type: LO7, LO8, LO10; LO: U
ITU: Student's book, LMS
Download: Read chapter before class
Session 1: In-class Exercise 4
Topic: Offline; Teaching type: LO10; LO: ITU
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 2: In-class Exercise 4
Topic: Offline; Teaching type: LO10; LO: ITU
ITU: Student's book, LMS
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 3: Chapter 13: Multiple parties and teams
Topic: Offline; Teaching type: LO9; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 13: Multiple parties and teams (Cont.)
Topic: Offline; Teaching type: LO9; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class
Session 1: Chapter 12: Coalitions
Topic: Offline; Teaching type: LO9; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Chapter 12: Coalitions (Cont.)
Topic: Offline; Teaching type: LO9; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 3: Chapter 16: International and cross culture in Negotiation
Topic: Offline; Teaching type: LO4; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 4: Chapter 16: International and cross culture in Negotiation (Cont.)
Topic: Offline; Teaching type: LO4; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class
Session 1: Chapter 16: International and cross culture in Negotiation (Cont.)
Topic: Offline; Teaching type: LO4; LO: ITU
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: In-class Exercise 5
Topic: Offline; Teaching type: LO4; LO: ITU
ITU: 
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 3: In-class Exercise 5
Topic: Offline; Teaching type: LO4, LO9, LO10; LO: U
ITU: 
Download: https://flm.fpt.edu.vn/gui/role/student/As requested by lecturer before class.

Session 4: Chapter 7: Cross-Cultural and Negotiation (Book 1)
Topic: Offline; Teaching type: LO4, LO9, LO10; LO: U
ITU: 
Download: Read chapter before class
Session 1: Chapter 7: Cross-Cultural and Negotiation (Cont.)
Topic: Offline; Teaching type: LO4, LO7, LO8, LO9, LO10; LO: TU
ITU: Student's book, LMS
Download: Read chapter before class

Session 2: Quiz 2
Group Report Submission
Topic: Offline; Teaching type: LO4, LO7, LO8, LO9, LO10; LO: TU
ITU: Student's book, LMS
Download: Submit the assignment via LMS

Session 3: Group Presentation
Topic: Offline; Teaching type: ; LO: TU
ITU: 
Download: Prepare for the presentation

Session 4: Group Presentation
Topic: Offline; Teaching type: ; LO: TU
ITU: 
Download: Prepare for the presentation
Session 1: Group Presentation
Topic: Offline; Teaching type: ; LO: TU
ITU: 
Download: Prepare for the presentation

Session 2: Essay Test
Topic: Offline; Teaching type: ; LO: TU
ITU: 
Download: Prepare for the presentation

Session 3: Essay Test
Topic: Offline; Teaching type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10; LO: TU
ITU: 
Download: Review all chapters

Session 4: Review/Recap
Topic: Offline; Teaching type: LO1, LO2, LO3, LO4, LO5, LO6, LO7, LO8, LO9, LO10; LO: TU
ITU: 
Download: Review all chapters