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Cross-cultural Negotiation

Negotiation occurs in a variety of different contexts, ranging from everyday problem solving over dispute resolution to more or less formal business negotiations, be they internal or external. Any negotiation situation is highly complex, but the complexity increases considerably when negotiators represent different national and/or business cultures, and that is when negotiation becomes cross-cultural. Cross-cultural negotiation skills are therefore highly important in today’s increasingly international business community.

The course introduces the student to different approaches to and models of negotiation. Theoretical introductions are followed by practical assignments throughout the course.

Exam info and full course description

Exam info and full course description can be found in the course catalogue.  

Admission Requirements

Course specific:

To apply for the course you must either be enrolled in a bachelor's degree, have a bachelor's degree or have passed a qualifying entry examination.    

General:

Exchange students: nomination from your home university

Freemovers: documentation for English Language proficiency

You can read more about admission here.

Lecturer

Søren Hilligsøe

External lecturer

sho@mgmt.au.dk

Phone: +45 2617 2197