Austria, Vienna

Cross-Cultural Negotiations East/West

when 7 August 2017 - 18 August 2017
language English
duration 2 weeks
credits 6 ECTS
fee EUR 600

Excellent business knowledge, skills on the job and advanced technology are nowadays
not enough to effectively compete in the increasing global work environment. In order to
successfully deal with various cultures, avoid eventual misunderstandings and reach
mutual understanding in private and working settings, cross-cultural negations skills are
essential. The key to successful negotiations lies in the awareness of different cultural
behaviors and in the ability to positively deal with foreignness, ambiguity, and different
learning and working styles.

This course examines the key features of integrative and distributive negotiations, such as
BATNA (Best Alternative to a Negotiated Agreement), Bottom Line (Reservation Point) and
creating options. We will focus on issues of ethics and trust, difficult people and
circumstances, problem solving and creativity, multi-party negotiations and team
negotiations–and how these issues are further complicated when negotiating in a cross-cultural

Further the course will focus on negotiations in Asian countries and compare cultural
aspects of negotiation between Europe and Asia.

Course leader

Angelina Kratschanova

Mag.; BA

Angelina Kratschanova has a strong academic grounding in languages, intercultural communication, international relations and management, having completed a Master degree in Japanese Studies from the University of Vien

Target group

graduate/postgraduate students and professionals

Course aim

Course Learning Objectives
• Get an understanding of negotiation theories across cultures
• Develop an awareness of how culture influences problem solving and negotiation
• General strategy for successful negotiation
• Improve the abilities to negotiate successfully
• Apply problem solving skills and creative thinking towards cross-cultural negotiations
• Ability to apply negotiation tools effectively in Asia and Europe
• Demonstrate proper preparation for a negotiation
• Recognize the effects of trust, reputation and relationship on negotiation
• Prepare for complexities of cross-cultural negotiations

Credits info

Participants will receive a certificate of participation at the end of the summer school and all necessary documentation to validate the course at their home university.

Fee info

EUR 600: This is the reduced fee for students.

Register for this course
on course website