This unit presents and analyzes the international environment. It covers the way in which the international environment shapes all international business decisions. International negotiations are described and discussed as a process to bridge the differences between actors from different environments and to maximize value for all parties involved in the exchange. Objective : Establish the link between the international business environment, especially the cultural dimensions, and negotiation styles. Learn how culture influences negotiating styles in an international business environment. Gain a better understanding of the different negotiation styles and how these influence negotiation outcomes. Practice international negotiations in a class setting

Temps présentiel : 17.5 heures

Charge de travail étudiant : 57.5 heures

Méthode(s) d'évaluation : Jeux de rôle

Référence :
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