Course information:

This course is aimed at introducing the students to the fundamentals of international business communication and to the main stages that must be attained to conduct an international negotiation. To this end, the syllabus pays special attention to the essential features of the international negotiation process, analyzing the main stages of the negotiation (preparation, negotiation, contracts, and outcome assessment) and working with case studies. These cases will be approached from a practical point of view with simulation exercises emulating different contexts and situations in which companies from different nations meet in order to achieve specific economic and/or strategic objectives. Likewise, the syllabus considers the importance of the use of verbal and nonverbal language and the role of culture to initiate and preserve the international commercial relationship, in which individuals from different cultural and educational backgrounds interact. Thus considering the differences related to: register and formality, strategic and cultural approaches, practices and traditions, and languages.

This course is especially addressed to students willing to delve into the fundamental elements of the communication that occurs when companies from different countries interact as well as to develop an intercultural communicative competence in the business sphere. In essence, the course combines the study of theoretical and practical aspects entrepreneurial, sociocultural, and linguistic– of the commercial relationship, with the development of specific strategic and preparatory skills to conduct the international negotiation. 

Methodology:

The course is mainly practical although it includes a theoretical-practical unit aimed at laying the foundations for the subsequent development of negotiation skills in an international environment from a strategic and communicative point of view. With regards to the practical activities, exercises aimed at the preparation of the negotiations (strategies and communication) and actual negotiations (simulation exercises) will be scheduled. These activities, always guided by the instructor, will integrate theoretical aspects so that these can be learned through reflection. The exercises and tasks in this course will be prepared individually and in groups (in and outside the classroom). 

Learning Objectives

Students are expected to:

• understand the fundamental features of the international negotiation and the international business relationship which must be considered to communicate in the international (and intercultural) business sphere;
• know the main components of the international communication;
• acquire the basic skills required to prepare an international negotiation; — initiate and conduct an international negotiation (beginner level);
• and respect professional ethics in the negotiation. 

Course Materials  

Readings and Slides provided by the instructor. 

Course Requirements and Grading

Your final grade will be calculated according to the following criteria (continuous assessment):

• Participation, submission of assignments, and in-class participation 40% is distributed as follows:
  • In-class active participation: 10%* (as per rubric on page 6)  
  • Project 1 “Different approaches to the business relationship: international case study”. Presentation in class of a case study focused on the description of the strategic, cultural, and communicative differences of two companies (from different nations) willing to establish a commercial relationship. Teamwork. U1. 15%
  • Project 2 “Preparation of the negotiation: case study”: presentation in class of all the aspects that must be considered for a specific case of negotiation (documentation stages and strategies to be implemented during the negotiation). Teamwork. U2. 15%
• Midterm Exam: theoretical test on the fundamental features of the business relationship that must be considered to conduct an international negotiation. 30%
• Final Exam: practical assessment of a negotiation that will be held in the classroom. Students will implement the negotiation strategies previously designed and conduct the negotiation. Both the implementation of the strategies (communication, respect of business ethics and consideration of entrepreneurial and intercultural aspects), and the outcome of the negotiation (achievement of objectives) will be assessed. 30% 

Language of instruction: English

Workload: students are expected to work 1,5-3 hours/week (independently or in groups)  

Assignments and presentations: assignments must be submitted/presented on the date established in the course schedule at the beginning of the semester.  

*Course content subject to change