BUSIP AUTUMN 2005
Week #3
October 10-13, 2005
Topic:
Instructor:
Intercultural Communication
Tieta Ralston, M.A.I.S
Learning Objectives:
 Define culture and understand its various elements and dimensions
 Understand how cultural difference affects international business
interaction
 Learn practical and effective skills for managing intercultural
communication and international business protocol
 Develop familiarity with managing effectively across cultures
 Learn strategies for managing multicultural negotiation processes
Monday
Cultural Variability in International Business Relations
The importance of cultural factors
Dimensions of culture: cultural values and beliefs
What does it take to be an effective global communicator?
Cross-Cultural communication and business styles
Video: Going International I
Before class read previously assigned readings; bring 1 page paper to
class for discussion: Intercultural Experience
Tuesday
Managing Cultural Challenges and Communication Skills in International
Business Interaction; Issues of Custom, Etiquette and Protocol
The silent language in overseas business
The intercultural encounter: “pattern clashing”
Business customs: greetings, gift giving, hosting international visitors
Cross-cultural business practices:
The importance of building and maintaining relationships
Understanding the role of hierarchy and status in international
business
Video: Managing the Overseas Assignment
Before class read Chapter 3; bring 1 page case analysis to class for
discussion: “A Time Traveler”
Wednesday
Dynamics of working across Cultures
Managing intercultural business encounters: multicultural meetings
Establishing rapport and information exchange
Simulation: The Global Diversity Game
Objective: building awareness of globalization and diversity as timely
and critical business issues; participate in multicultural teamwork;
enhance intercultural competencies
Bring 1 page case analysis to class for discussion: “Bargaining in the
Sun”
Thursday
International Negotiation Processes and Strategies
Cross-cultural negotiation and decision making styles
Persuasive communication across cultures
Strategies for bargaining and resolving disputes
Insight into other cultures core values and motivators
The role of honor, face, reciprocity, and trust in other cultural
contexts
Guidelines for effective negotiations
Perception and format of final agreements
Bring 1 page case analysis to class for presentation and discussion:
“Banking in Buenos Aires”