CCC4000 Communication and Negotiations across Culture
Instructor: Professor Denis Leclerc
Office: IS Building, Garvin Center Building #8
Phone (480) 518-2323
Office Hours: T/TH 1pm to 2.30pm
Email: denis.leclerc@thunderbird.edu
Instructor: Professor Karen Walch
Office: IS Building, Garvin Center Building #21
Phone (602) 978 7713
Office Hours: By appointment only
Email: Karen.walch@thunderbird.edu
Course Objectives: The course will provide students with knowledge, skills, insights, and
experience necessary to be a communicatively competent international manager and negotiator.
Upon completion of this course, students should be able to:
* Understand theories of cross-cultural negotiation and how these impact business
interactions
* Gain insight into personal and cultural "baggage" that influences your cognitive, affective,
and negotiation behavioral processes
* Expand skills in achieving communication and negotiating competence through the
understanding and practice of increased appropriateness, flexibility, and adaptability
Teaching Methods: The primary focus of the course will be on presentation of concepts and an
overview of the theoretical body of knowledge on intercultural business negotiations. It will
include experiential learning such as communication exercises, self-assessments, role-playing,
simulations, and video presentations.
Required Materials: Texts:
Lewicki, R. J., Saunders, B. Barry and J. Minton (2011). Essentials of Negotiation; Boston:
Irwin McGraw-Hill. (5th Edition)
1. Cultural Intelligence: People skills for global business. Thomas D, and Inkson,
K. (2010) BK Publishers.
CC4000 Communication and Global Negotiation
2. Greenleaf, Robert J. (2000). Negotiation Across Cultures, Princeton: Princeton Training
Press – see PDF.
Self Assessment:
Cultural Orientation Indicator- instruction on class page.
Recommended: Fisher, Roger, and Ury W., Getting to Yes, Boston: Houghton-Mifflin, 2nd
Edition, 1991.
Cases and Negotiation Exercises: At the online bookstore. You will find the Med Device, Luna
Pen, and Nora-Sakari: JV Malaysia.
-----------------------------------------------------------------------------------------------------------Attendance: Absences will be excused only for confirmed medical reasons, family emergencies,
and off-campus job interviews. Your participation in other on-campus activities (group meetings,
exams and review sessions, on-campus job interviews, guest speakers, etc.) cannot conflict with
our official class schedule.
Grading: Students are responsible for material covered in class lectures/discussions,
documentaries and material in the textbooks and readings. There will be a 5% penalty for all late
papers, they will not be accepted without PRIOR permission of the professor. Examinations can
only be made up if arrangements are made PRIOR to the originally schedule exam time.
Strict adherence to all of the Thunderbird Honor Code requirements is also required. Failure by
any student will result in faculty actions described in the Honor Code. A violation of the Honor
Code can have serious consequences, up to and including dismissal from the program. If you
have any questions, please review the Honor Code and/or discuss them with the professors.
Grading Policies:
The final grade for the course is based on meticulous attention to the grading criteria. Final
grades are carefully calculated. Your final grade will be based on the results of your negotiation
journal, Class participation and case studies discussion, group project and final exam. The
following delineates the percentages for each assignment:
1. Reports (5 entries) 65 points
- COI group Analysis (10 points)
- Nora Sakari (20 points)
-Barnga (in class graded) (15 points)
-Med Lee (20 points)
2. Attendance and Cases Studies Evaluation (25 points)
3. Group Project 100 points (40pts group/30 pts peer evaluation)
- Midterm Field Analysis ( 30 points from group)
4. COI Mastery (50 points)
CC4000 Communication and Global Negotiation
5. Final Exam 100 points
Total 340 points
-----------------------------------------------------------------------------------------------------------Course Schedule: See File "Course Schedule"
1. NEGOTIATION PLANNING AND LESSONS LEARNED (This is for Med Lee, COI
Mastery)
One of the requirements for this course is to keep a planning and lessons learned document
identifying what has been learned from the negotiation simulation exercises. Entries are intended
to be reflective and useful to you beyond the time frame of this class and are confidential
communication. In the lessons learned section, these are the categories that must be discussed.
1. What, in general, did you learn about negotiation from the simulation? What surprised
you? What would you do differently?
2. How did the actual outcome of the agreement (if any) compare to the pre-negotiation
strategy you developed? How do you correlate preparation with outcome?
3. How did the concepts of process, power (structural and/or personal), interests, and/or
mutual gains, etc. addressed in the literature (references required) actually occur in the
simulation?
In short, grading of planning document and lessons learned will be based upon the understanding
you have about preparation, the process, and incorporation of the theory from the readings, selfevaluation and the negotiation agreements.
----------------------------------------------------------------------------------------------------------2. CASE STUDIES EVALUATION (For COI, Luna Pen, Feather Serpents, Nora Sakari)
This course uses case studies that illustrate communication and negotiation, commonly
involving a decision or problem. These cases are generally written to illustrate the viewpoint of
the parties involved and allow students to understand the perceptions of “another”.
The use of case studies requires student participation in the discussion of the decisions
and problem/s under study. These cases are to be read, studied, and discussed by the students
during the classroom sessions. In this regard, one of the most basic requirements is for students
to come prepared for the class. Case discussions provide a testing ground for developing
negotiators’ analytic skills, communications abilities and listening skills. The case studies
facilitate critical thinking skills in the analysis of problems and in the appraisal of alternative
courses of action that can be taken by international managers.
Grading of case study work will be evaluated on the basis of in-class performance. The
evaluation includes the following criteria:
CC4000 Communication and Global Negotiation
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Full participation and understanding of the case contents.
Make contributions that illustrate knowledge of the material.
Make suggestions that a certain area of the case needs to be explored.
Identify key assumptions and theoretical issues illustrated.
Do not move the discussion into irrelevant issue areas.
Identify alternatives not previously identified in the discussion.
Can summarize arguments and assumptions appropriate to the discussion.
Illustrates respect for others’ contributions.
3. Group Project – Planning a Global Negotiation
In this project you will be asked to focus on a real negotiation that will/has occur(ed) in
your life within the next several weeks or months or a real business negotiation. You may also
choose to write your paper on a business negotiation that is either happening or happened in the
past. The class will be divided into small groups. Each person in the group will explain briefly
an actual, personal negotiation. After hearing everyone in the group presents their situation, each
group will pick one of the personal negotiations that they feel to be most interesting, instructive
and/or demanding. The “owner” of that upcoming negotiation will become the groups “client.”
Each group must develop a comprehensive negotiation plan for its client. Drawing on any
readings, assignments, observations and experiences the class has done in the course thus far,
each group must develop a plan for its client. It is important to note that your grade on your
paper will be determined on how well you address the issues.
In developing your plan you must address the points found in Chapter 4 of EON. You are
to write a group report answering those issues. The group will write up the plan as a group paper
(typed double-spaced, between 10 to 15 pages). An individual grade will be given based on the
group grade (70%) and peer evaluation (30%).
-----------------------------------------------------------------------------------------------------------4. Final Exam
The essay exams (on line) will cover the concepts, frameworks, and cases discussed in the course
and illustrated in the readings. There will be no make-up exams except for confirmed family
emergencies.
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CC4000 Communication and Global Negotiation