EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

� Harvard-concept of negotiations
� Values and attitude in intercultural sales and business transactions
� Strategic preparation, planning and tactic
� Complex organization and decision structures in B2B
� Alignment of the business centres to buying centre
� Handling objections and excuses
� Hurdles and problem solving
� Customer Relationship Management
Literature
Hofstede, G. (1989). Cultural predictors of national negotiation styles, in: F. Mautner-
Markhof: Processes of international negotiations. Westview Press House.
Lewicki, R. J., Barry, B. & Saunders, D. M. (2007). Essentials of Negotiation. McGraw-Hill.
Thomas, A. (2010): Handbook of Intercultural Communication and Cooperation: Basics
and Areas of Application. Vandenhoeck & Ruprecht.
Teaching Methods
This course is part of the Key account management module. It combines theoretical
sessions and practical examples. Cases will be used to highlight the concepts, and roleplay
activities provide students with the opportunity to reflect on their own skills and
development of a sales strategy
Evaluation
Cases and roleplay module exam.
Intercultural Negotiation and Cooperation
Semester Hours per week ECTS
Spring 1 2
Learning Outcomes / Course Objectives
Upon successful completion of the course students will be able to:
� Assess and evaluate their own and others' behaviour and negotiation style;
� Assess the relevance of cultural differences;
� Improve use of the knowledge of cultural aspects to improve the success rate and
the development of the sales talent;
� Prepare and plan for intercultural cooperation under the consideration of cultural
particularities.
Prerequisites/Level
Marketing Planning and Budgeting, Project Management, Consumer Behaviour, Market
Intelligence and Marketing Metrics, Integrated Marketing Communication I, Business
Partner Analysis, Individual and Group Negotiation, Legal Regulations for Marketing and
Sales
Course Description
The following topics will be covered in the course:
� Methods and concepts of the negotiation process
� Culture models and cultural differences
� National and cultural aspects of negotiations and the intercultural co-operation
� The Harvard concept of negotiation and conflict management including SWOT
analysis and development with other cultures
� Values and behaviour in intercultural negotiations and co-operation
� Intercultural conflict areas
� Strategy and tactic for planning intercultural communication
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