In this course you will develop your intercultural negotiation skills by means of simulations, group presentations, and roleplays. You will also learn how to negotiate in an audience-oriented way without falling into stereotypes.

• Reflect on mono- and multilingual negotiations and propose improvement strategies
• Prepare for intercultural negotiations
• Adapt your negotiation style to the target audience
• recognize negotiation tricks and counteract them
• Recognize differences in business practices and propose solution strategies/compromises
• Search for interpreters and work with them efficiently before and during negotiations

As this is a class held in a PI format, attendance is required at least 80% of the time, but recommended for the entirety of the course, especially it applies to sessions when simulations/presentations take place.

This course will be held in a highly interactive format and include various simulations, presentations and roleplays.

• Self-introduction (5%)
• Short group presentation (ca. 10 min) (15%)
• Ad hoc group simulation (ca. 90 min) (20%)
• Prepared group simulation (ca. 90 min) (20%) + individual written reflection (30%)
• Quizzes every session (10%)

Course 1 („Key Concepts“) of the Specialization must have been completed successfully. Courses 2-4 are not technically required, but it is strongly recommended that students have attended at least two of those classes.

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You are expected to have good written and spoken English skills, but you are not required to translate or interpret anything.

anna.golovko@wu.ac.at