Business Negotiations in Central and Eastern Europe

 

 

Aim:

 

International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communciations are conducted verbally and non-verbally; therefore, it is not just a problem of language barriers. This course tackles selected practices of business negotiations in Central and Eastern Europe and compares them with those in the West. Practical examples and role playing has been always an attractive teaching method in the course.

 

Content:

 

1. The Theory of Business Negotiations

                - Purpose

                - Aim

                - Strategy

                - Preparation

                - Feedback

2. Negotiating the Contract

                - The Contracting Parties

- The Subject of the Contract

- Price

- Time of Delivery

- Terms of Delivery

- Terms of Payment

- Transportation

- Jurisdiction

- Validity of the Contract

- Signatures

3. Cross-Cultural Aspects in Business Negotiations

                - Anglo-Saxon

                - Latino-Europe

                - Scandinavian

                - Germanic

                - Middle-Eastern

                - Arabic

                - Far-Eastern

                - Latino-American

4. Special Features of Central and Eastern European Negotiations

                - Business-To-Business

                - Business-To-Consumer

- Business-To-Government

 

Literature:

 

Hendon W.D., Hendon R.A., Herbig P.: Cross-Cultural Business Negotiations, Greenwood Publishing Group, Westport, USA 1996

Salacuse J: "Making Deals in Strange Places: A Beginner's Guide to International Business Negotiations," in Negotiation Theory and Practice, eds. J. William Breslin and Jeffery Z. Rubin, Cambridge: The Program on Negotiation at Harvard Law School, 1991

Phillips C., Pruyn A., Kestemont M. P.: Understanding Marketing – A European Casebook, John Wiley&Sons Ltd. NewYork 2000

Zoubir Y., Lhabitant F.S.: Doing Business in Emerging Europe, Palgrave MacMillan, NewYork 2003

Case studies handed in by instructor during sessions

www: http://en.wikipedia.org/wiki/Negotiation

 

 

 

Instructor:

 

Ing. Jaroslav Halik, MBA, Ph.D.
Department of International Business
University of Economics Prague

Office : New Building, Room 214
Phone : +420 224 095 214
E-mail : halik@vse.cz

 

Senior Lecturer in International Business and International Marketing Management. Education: MSc - Norwegian School of Management, Oslo, MBA - Rochester Institute of Technology, New York, PhD - University of Economics Prague. Business experience: Marketing Manager - American International Group, Sales and Marketing Director - Europlakat International. Consulting and publishing activities in the area of international business and marketing management in Central and Eastern European countries.

 

How to Obtain Credits:

 

Participation         20%
Midterm                40%
Final                       40%

 

Grading:

 

93 - 100%              A            (Excellent)
85 - 92% B             (Very Good)
77 - 84%                C             (Average)
69 - 76%                D             (Below Average)
61 - 68%                E             (Failure)
55 - 60%                Fx            (Fail - possible to retake the exam)
54% - less             F             (Fail)