INSTITUTO TECNOLOGICO Y DE ESTUDIOS SUPERIORES DE MONTERREY

 

CAMPUS MAZATLAN

 

CENTRO DE PROGRAMAS INTERNACIONALES

COURSE PROGRAM

 

Ni95068. Doing Business in the Global Marketplace

(Course Code)

Requisitos: presentar examen de ubicación en el idioma de la materia

Number of credits: 3 Number of units:8 Hours of Class:48

Objectives:

 

The objective of this course is to development the studentīs ability to negotiate in a global business environment, with an emphasis on the components of an international perspective. This perspective is achieved through understanding cultural differences and convergence of new global alliances and markets in the 21st. Century world. Students should learn how to be able to effectively communicate and negotiate on an intercultural level. Not only should they should apply their knowledge technically in their cross cultural communication but major considerations need to be given to the role of ethics, values and responsibility for sustainable development in their local and global communities.

 

Learning Objectives:

 

 

1.- Students will know the influential factors in intercultural communication not only in Mexico but also other countries and cultures and start to appreciate the effect of these factors in the international negotiation environment by:

a: considering the basic concepts of influence in the environment of international negotiation.

b: understanding the role of culture and cross cultural communication.

c: understanding how global commerce is a determining factor in intercultural learning.

 

2.- Students will learn to interpret and understand the historical-cultural characteristics of diverse commercial regions of the world, with the purpose of being able to achieve satisfactory commercial negotiations by understanding the components of effective intercultural communication. Students will learn to:

 

a) understand that the diversity of historical-cultural backgrounds of different regions determines the form of intercultural communication in any negotiation.

b) understand the process of communication and learn to recognize when it becomes intercultural.

c) understand axioms, sayings and diverse types of verbal and non verbal communication as applied in all intercultural relationships

  1. analyze the cultural impact of the diverse regions of the world and their unique communication processes.

  2. be capable of analyzing and comparing different cultures and different contexts to create in themselves and ability as an international negotiator with effective negotiating techniques

  3. understand the strength that comes with the capacity to coexist within different cultures and different contexts and that this is an essential tool that strengthens the continued development of the international negotiator. This is a continuing life-long learning process.

Doing Business in the Global Marketplace - Continued

(Course Code)

3- Students will understand the regional influences existing by nature in all negotiating models. They will learn to:

  1. analyze the applicability of a standard model of negotiation in different cultures and contexts

  2. analyze techniques of negotiation

  3. analyze the diversity of problems that can confront foreign executives and workers coming to work in Mexico and Hispanic America

  4. analyze the diversity of problems that can confront foreign executive and workers coming to work in Mexico and Hispanic America.

  1. Students will analyze the psychological impact that can confront the foreign executive in a local business environment by learning to:

  1. analyze the process of recruitment of executives for work in foreign places

  2. understand the wide variety of intercultural factors that impact on the non-native executive

  1. Students will determine the ethical aspect of all international negotiations by learning to:

  1. analyze and evaluate the diversity of multicultural ethical paradigms and their regionalization

  2. analyze and evaluate the necessity of respect for local values and norms on a global level as a means of achieving a peaceful coexistence which is essential for economic growth and development

  3. analyze and evaluate models of international commerce that can address the issues os sustainable development on a global level as a means of achieving a preserving shrinking global resources and how this is essential for global economic growth and development.

  4. learn models and techniques for making sound business judgments in the area of possible controversial ethical situations.

Course contents

  1. Basic concepts

  1. Culture international negotiations

  2. Culture and communication

  3. Commerce and globalization

  4. Intercultural learning

  1. Cultural Factors and Communication

  1. The process of communication

  2. The role of axioms of communication

  3. Types of cross cultural communication

  4. Analysis of cultural impacts in case studies and role playing

Doing Business in the Global Marketplace - Continued

(Course Code)

  1. The process of intercultural negotiation

  1. Presentation and adaptation of standard models of negotiation applicable in the global business environment

  2. Regional influence when applying models in:

    1. North America

    2. Latin America

    3. Europe

    4. Asia

    5. Middle East

    6. Africa

    7. Australia and Oceanica

  1. Regional influence when applying models in situations such as

    1. Strategies of Multinational Negotiations is Europe and the United States

    2. International Financial Institutions in the United States and Europe as examples

    3. The Business Environment of a developing Eastern Europe

    4. Developing Business Programs with attention to values and sustainable development

  1. Negotiations with foreign governments

  2. Bureaucracy and legality

  3. Re-negotiations

  1. Adaptation and acculturation of executive

  1. The negotiators and their intercultural impact

  2. The negotiators as creators of intercultural communication

  3. The negotiators as leaders of organizational culture

  4. The process of expatriation

  1. The role of ethics and sustainable development in negotiation

  1. Ethics and its regionalization

  2. The ethical dilemma and its influence on the negotiator

  3. The critical role of sustainable development in the Global Business Environment

Suggested Methodology

In this course students will be asked to form work teams permitting them to realize negotiations and expositions about specific cases. This will help to achieve the development of their abilities as international negotiators. Students must read course materials prior to class with the goal of familiarization with the basic concepts of influence in international negotiations. These readings will be assigned from bibliographic reference utilizing traditional textbooks, current periodicals, and the electronic media.

Interviews will be organized with non-nationals with the goal of promoting in the sudents the ability to manage an intercultural negotiation. The students need to perform analysis by work \ing in teams focusing on the different cultural regions of the world and this cross global influence on the negotiating process. In addition students could make an intercultural video and/or simulations of cultural paradigms which could be utilized in trans-national video conferencing; these tools will reflect the analysis of negotiating process proposed by negotiators of renowned world stature. Finally, electronic and local interviews can be recorded with executives and government officials.

Doing Business in the Global Marketplace - Continued

(Course Code)

Bibliography:

Books:

Harris, Philip R. and Moran, Robert T. Managing Cultural Differences Gulf Publishing: 1991.

Hofstede, Geert: Cultures and Organizations: Sofware of the Mind, Intercultural Cooperation and its Importance for Survival McGraw Hill - 1996.

Lewicki, Roy J. Negotiation Editorial Trillas

Moran, Robert T. And Stripp, William G. Dynamics of Successful International Business Negotiations Gulf Publishing: 1991.

Salacuse, Jeswald W: Making Global Deals Houghton Mifflin Company: 1991

Trompenaars, Alfons & Trompenaars, Fons: Riding the Waves of Culture: Understanding Diversity in Global Business: 1996.

Periodicals: (Can be available electronically)

The Economist

The Harvard Business Review

The London Financial Times

The Wall Street Journal

Asia Business