• lexis and country-specific technical know-how in such areas as work environment, financial issues, sales, marketing, etc. • understanding of a foreign (corporate) culture • understanding of use of certain syntactic structures • cultural sensitivity with regard to negotiations • knowledge of negotiation strategies • Specific skills in a negotiation setting (e.g. grasping situations and reacting appropriately, comparing alternative solutions, recognizing and applying negotiation strategies) • Intercultural skills (e.g.dealing with coworkers, superiors, subordinates; do´s and don´ts; cultural awareness) • Language Skills (e.g. use of appropriate language register and terminology; correct grammatical usage)

The primary goal of CEMS-MIM is the education and training of executives who can act successfully in a foreign context, not only in their respective mother tongue but also in two foreign languages. Therefore, this course aims at improving the linguistic and cultural competence of participants to enable them to adequately represent their companies at future negotiations. As the level of language competence required for CEMS-MIM has been determined to be B1 and B2 for written and oral skills, respectively, the focus of this course will not be placed on the teaching of cognitive skills, but rather on the improvement of active and receptive linguistic competence in a business context. By the end of the course students will have reached: • generally improved productive and receptive language competence (spoken and written); • improved confidence in concerning business negotiations in a foreign language; • expertise with regard to the (corporate) culture of the relevant target countries as well as increased intercultural sensitivity; • improved sensitivity towards the use of negotiation strategies.

Role-playing games and simulations form the centerpiece of this course. In order to facilitate a sensible and successful realization of these components, it will be necessary to prepare the relevant terminology for the areas covered and work on grammatical and argumentative structures. Furthermore, a broad spectrum of didactic methods in language teaching will be applied, such as text and video analysis, discussions, written statements or the preparation of reports.

Oral Competence: B2 level in LSP (Language for Special Purposes) Written Exam: B1 level in LSP Achieving those minimum levels required for passing the course Students will be assessed on: • linguistic competence (phonology, grammar, lexis) • situationally adequate language use and strategies • problem-solving expertise • know-how concerning cultural aspects of the target countries The following table serves as an indication of the relation between language levels and grades awarded: written level + spoken level = grade B1 + B2 = 4 B2 + B2 = 3 C1 + B2 = 2 B2 + C1 = 2 C1 or C2 + C1 or C2 = 1

An assessment test will be conducted prior to the beginning of the semester to determine language competence. Oral Competence: B2 level (general language) Written Competence: B1 level (general language)

CONSULTATION For consultation see (www.wu.ac.at/roman [Erreichbarkeit / Sprechstunden]). UZA 4, Kern D, 5th Floor, Nordbergstr. 15 (Office A 508) Tel: 31336 4749 e-mail: johannes.schnitzer@wu.ac.at

The required materials will be provided at cost by the lecturer.