GRA 6842 Cross-Cultural Negotiations: Doing Business in Japan

GRA 6842 Cross-Cultural Negotiations: Doing Business in Japan

Course code: 
GRA 6842
Department: 
Communication and Culture
Credits: 
6
Course coordinator: 
Sut I Wong
Product category: 
Master
Portfolio: 
MSc in Business - Elective course
Semester: 
2019 Autumn
Active status: 
Active
Teaching language: 
English
Course type: 
One semester
Introduction

(Max 30 students each semester)

This course focuses on cross-cultural negotiations, specifically within Norway and Japan, and will combine intercultural communication theory with integrative and distributive negotiation theories. Consequently, an interdisciplinary approach with perspectives from cultural studies combined with key international business and leadership issues will be applied. Classroom sessions will be based on international research discussions, group work simulations, and case studies. Empirical cross-cultural research and cases used in discussions will focus on issues related to international companies operating both in Scandinavia and Asia. This course will help prepare students to meet the challenges of international negotiations within multi-national business operations where different national contexts can impact the way we negotiate, lead and co-operate in everyday business dealings.

Learning outcomes - Knowledge
  • Familiarity of culture theory and application/analysis based on lectures/discussion in Norway and Japan
  • Familiarity of negotiation (win-win/win-lose) theory and application/analysis based on lectures/discussion in Norway and Japan.
  • Experience of a foreign culture both in the classroom and in negotiation.
  • Students get to know each other socially through cooperation on Skype before departure and thus maximize learning outcomes on both sides

Knowledge
Students will be able to identify and discuss main theories in cross-cultural management and in win-win, win-lose negotiation styles.

Learning outcomes - Skills

Students will be able to demonstrate their ability to analyze the differences in culture and the impact culture has on negotiations and/or negotiation theory. Students will also be able to identify and manage challenges in a multicultural negotiation and work environments and apply cultural profiling and mapping skills in an international management situation.

Through group work discussions and presentation practice, students will therefore acquire and develop communication and cultural awareness skills. Consequently, with the application of a case study approach, students will develop international business acumen by developing communication strategies used in the management of international business. Students will also:

  • Improve their presentation skills
  • Improve their cultural awareness and internationalization skills
  • Expand their’ international network
General Competence

Students will be able to demonstrate reflection when processing their experiences and observations abroad and when determining to what extent it coincides with the intercultural and negotiation theory they have learned. Students will ideally therefore develop cultural diplomacy and management skills within an international context, improve cross-cultural negotiation skills and gain better insight into communication, ethics and management approaches within a multi-cultural environment, specifically within a Norwegian-Japanese context.

Course content

The course will be a joint project with a Japanese business school. The first part of the course will consist of teaching in Norway on intercultural communication and negotiation theory. During this time, the Norwegian student groups will make contact with similarly-sized student groups from the japanses university on Skype where they can discuss and compare cultural differences. The Norwegian students will prepare a PowerPoint presentation on how they see Norwegian business culture and use that as a point of departure. Upon arrival in Japan, Norwegian students will receive lectures on Japanese business culture plus a company visit while the students from Japan will be given tuition by the Norwegian professor(s) on what is deemed most relevant for them (intercultural communication theory, negotiation theory, English language etc.). The next two days will consist of negotiations among the students from BI and the japanese university. Two more days will focus on cultural exchange.

Teaching and learning activities

Use of Skype in the initial phases plus relevant sources of IT on culture.

Software tools
No specified computer-based tools are required.
Additional information

Please note that while attendance is not compulsory in all courses, it is the student’s own responsibility to obtain any information provided in class.

This is a course with continuous assessment (several exam components) and one final exam code. Each exam component is graded by using points on a scale from 0-100. The components will be weighted together according to the information in the course description in order to calculate the final letter grade for the examination code (course). Students who fail to participate in one/some/all exam elements will get a lower grade or may fail the course. You will find detailed information about the point system and the cut off points with reference to the letter grades when the course starts.

At resit, all exam components must, as a main rule, be retaken during next scheduled course.

Qualifications

All courses in the Masters programme will assume that students have fulfilled the admission requirements for the programme. In addition, courses in second, third and/or fourth semester can have specific prerequisites and will assume that students have followed normal study progression. For double degree and exchange students, please note that equivalent courses are accepted.

Exam categoryWeightInvigilationDurationGroupingComment exam
Exam category:
Activity
Form of assessment:
Presentation
Exam code:
GRA68421
Grading scale:
Point scale
Grading rules:
Internal examiner
Resit:
All components must, as a main rule, be retaken during next scheduled course
40No -Group (2 - 3)
Exam category:
Submission
Form of assessment:
Written submission
Exam code:
GRA68421
Grading scale:
Point scale
Grading rules:
Internal and external examiner
Resit:
All components must, as a main rule, be retaken during next scheduled course
60No1 Semester(s)Group (2 - 3)A group-based written report on cross cultural negotiation

Exams:
Exam category:Activity
Form of assessment:Presentation
Weight:40
Invigilation:No
Grouping (size):Group (2-3)
Duration: -
Comment:
Exam code:GRA68421
Grading scale:Point scale
Resit:All components must, as a main rule, be retaken during next scheduled course
Exam category:Submission
Form of assessment:Written submission
Weight:60
Invigilation:No
Grouping (size):Group (2-3)
Duration:1 Semester(s)
Comment:A group-based written report on cross cultural negotiation

Exam code:GRA68421
Grading scale:Point scale
Resit:All components must, as a main rule, be retaken during next scheduled course
Type of Assessment: 
Continuous assessment
Grading scale: 
ECTS
Total weight: 
100