Магистратура
2025/2026
Особенности межкультурной коммуникации и международных переговоров
Статус:
Курс обязательный (Международный менеджмент / Master in International Management)
Где читается:
Высшая школа бизнеса
Когда читается:
2-й курс, 1, 2 модуль
Охват аудитории:
для всех кампусов НИУ ВШЭ
Преподаватели:
Веселова Людмила Сергеевна
Язык:
английский
Кредиты:
6
Контактные часы:
48
Course Syllabus
Abstract
The course “Cross-cultural Communication and International Negotiations” is dedicated to studying the key aspects of intercultural interaction and negotiation strategies in the international environment. Participants will become familiar with the cultural differences that affect business communication, learn how to effectively build a dialogue with representatives of different countries and avoid conflicts based on misunderstandings.
The course will focus on: cross-cultural communication theories, negotiating with international partners and framework for cross-cultural understanding. The course sets a background for the further studies of the complexity and increasing heterogeneity of cross-cultural communication styles and future prospects of cross-cultural communication.
Learning Objectives
- The purpose of this course: to acquaint students with the characteristics of different cultures, to teach students the methods of successful integration into the international environment and ways of effective communication with representatives of various cultures.
Expected Learning Outcomes
- Able to think critically and interpret the experience (personal and of other persons), relate to professional and social activities
- Students will be able to maintain civilized and efficient forms of collegial communication
- Use modern scientific approaches, models and methods for identifying cultures and build own behavior based on them.
- Develop an understanding of the cultural specifics of Asia.
- Analyze and adequately respond to various cross-cultural situations that arise in the process of interaction with representatives of Asian countries.
- Master the business etiquette standards adopted in Asia.
- Able to choose consciously interpersonal interaction strategies with representatives of countries and cultural bearers.
Course Contents
- Lecture 1. Seminar 1. Introduction to the course. Theoretical foundations of negotiations
- Lecture 2. Seminar 2. Negotiation Strategies and Tactics
- Lecture 3. Seminar 3. Preparing for negotiations
- Lecture 4. Seminar 4. Communication in Negotiations
- Lecture 5-6. Ethics and manipulation in negotiations and features of online negotiations.
- Seminar 5-6. Group Presentation
- Lecture 7. Seminar 7. Cross-cultural negotiations
- Lecture 8-9. Discourse of East and West cultures in the process of cross-cultural communication and managing business in China: negotiating with Chinese partners
- Lecture 10. Seminar 8. Japanese communication culture
- Lecture 11. Seminar 9. Socio-economic development of India: peculiarities of the negotiation style
- Lecture 12. Seminar 10. Stereotypes and prejudices in intercultural communication.
- Seminar 11-12. Practical aspects and simulations
Assessment Elements
- Group PresentationStudents must prepare group presentation according to the topic provided by the professor. The professor will randomly assign students to groups. The topic and presentation requirements will be provided in advance.
- Final Test
- Presentation of the results of the work at the seminar (Module 1)
- Presentation of the results of the work at the seminar (Module 2)
Interim Assessment
- 2025/2026 2nd module0.4 * Final Test + 0.25 * Group Presentation + 0.15 * Presentation of the results of the work at the seminar (Module 1) + 0.2 * Presentation of the results of the work at the seminar (Module 2)
Bibliography
Recommended Core Bibliography
- ASEAN's diplomatic and security culture : origins, development and prospects, Haacke, J., 2009
- Cambridge handbook of culture, organizations, and work, , 2009
- Chinese culture, Han, J., 2018
- Cordell, A. (2018). The Negotiation Handbook. Abingdon, Oxon: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1853827
- The world of negotiation : theories, perceptions and practice, Galin, A., 2016
- Салынская, Т. В., Business. Contacts across cultures and writing : учебное пособие / Т. В. Салынская, А. А. Ясницкая. — Москва : Русайнс, 2021. — 109 с. — ISBN 978-5-4365-7950-4. — URL: https://book.ru/book/941057 (дата обращения: 04.07.2025). — Текст : электронный.
Recommended Additional Bibliography
- Intercultural business communication, Chaney, L. H., 2007
- Jacks, A. (2018). Negotiations. [S.l.]: Legend Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1719907