Revised 01 SEP 2003
BauerCollege of Business
MANA 4340:CROSS-CULTURAL COMMUNICATION AND NEGOTIATION
SYLLABUS
Spring 20042:30-4:00 PM Tuesday-Thursday128 MH
Roger N. Blakeney, Ph.D.Phone: 713/743-4803
Office: 320E Melcher Halle-mail:
Office Hours: TTh 1:30-2:30; 530-6:00. Also contact by e-mail, WebCT or telephone. Additionally, appointments can be made for other times. WebCT and e-mail are the preferred modes of communication since they are the fastest and most convenient.
APPROACH: While knowledge is important, it must be coupled with improving your ability to solve real problems in your professional, as well as private, life. Thus, there is a focus on the application of knowledge to first understand and then to deal more effectively with a variety of situations.
Negotiation ability is a key factor in company and individual success. The profitability of every business is directly affected by the performance of its negotiators, internally as well as externally. Relatively small differences in negotiation skills can produce big differences in the profitability of transactions. Negotiation also is pivotal to your individual success, professionally and personally. You negotiate everyday with your clients, boss, subordinates, family members, and lots of others.
Additionally, today's world of global business increasingly values the ability to do business cross-culturally. As companies strive to serve international and even global markets, they require managers located in different countries and operating across national and cultural boundaries. For a variety of reasons company send people abroad, for example, control, a lack of local know, culture transfer, personnel development, the transfer of tacit knowledge, temporary projects. To be effective, these managers must function effectively, not only in their own cultures, but in other cultures as well. Even if you stay "domestic", you will almost surely still have to deal with people from other cultures. Thus, it is important to develop an international perspective, or "global mind set". But, it is also important to know how to deal effectively with people from other cultures. In fact during your professional career, you are very likely to have to go, at least for short visits, into other cultures and function effectively there. To do so requires sensitivity to cultural differences and the ability to adapt to them while enhancing, rather than giving up your core identity, which includes your internalized version of your home culture.
The course places a heavy emphasis on experiential learning and the integration of learning from many sources, ranging from class exercises and discussion to your experiences at work, and from dealing with your children or a store clerk to course reading materials and any experience abroad.
CLASS ACTIVITIES: Individual, group, and class activities; videos; readings; lecture/discussions; negotiation exercises and critiques; cases; the Internet and WebBoard; and self-assessment instruments are used to introduce materials, concepts, ideas, and thoughts. Of course, they cannot substitute for your own independent study and thought; rather, they are meant as stimuli and inputs to your learning. They are to provide insights and events to be processed and integrated into your existing complex of knowledge.
TEXT:
Essentials of Negotiation, 2nd Ed, by Lewicki, Saunders, & Minton. Irwin McGraw-Hill. (Essens)
When Cultures Collide, 2nd Ed, by Lewis. Nicolas Brealey. (WCC)
GRADING: Your grade will be based on two exams and a team project.
1.Exams------(3 x 20%)------60%
2.Team Project ------30%
- Abstracts ------10%
TOTAL 100%
I may, at my discretion only, provide extra credit for attendance at critical class sessions or those where attendance is limited.
See DISCUSSIONS and TEAM CONFERENCES under CT below for course requirements to prevent the loss of points.
More information is provided below about the WebCT.
Exams
There are four exams shown on the SCHEDULE. They consist of essay, multiple-choice, and short-answer questions. Exams will be given at the scheduled class time only. If you miss one exam, the exam portion of your grade will be based on the other two exams. Missing a second exam is sufficient reason for me to drop you from the course. If you take all four exams, I will count the three highest grades.
Project
Projects are to be done in international teams so that you have a chance to learn from others and learn to deal with cross-cultural issues in a team environment. The team provides a behavioral laboratory. However, if there is an important reason why you cannot cooperate on a team project, please contact me as soon as possible to arrange an individual project.
A list of approved topics is provided in the PROJECT document. Teams are strongly encouraged to select projects on which no other team is working so that we will have a variety of projects in the course. Topics not on the approved list can be acceptable, but must be approved by me in advance.
For additional and critical information, see PROJECT document on the course’s Web Page.
There are three main reasons for the International Team Project.
One reason is that it an appropriate vehicle for integration of the course material.
Secondly, you experience things while working in your international team that we study about in intercultural communication and management.
Thirdly, it is important that you learn how to keep up with the field and where to do it. All fields are changing rapidly in the current "information explosion", but it is particularly important in intercultural management because the field is so young that is just now "hitting its juvenile growth spurt."
To cope with the world of today and of tomorrow, you cannot possible learn enough while at the university, even if you stay through a postdoctoral program, to last you a lifetime. You must become a lifetime learner. You must not only learn while you are here, but you must learn to learn as well. The challenges of the age demand it.
Abstracts
You must prepare and turn in three long-form abstracts individually. They are due the dates indicated on the SCHEDULE later in the SYLLABUS. Before beginning work on the abstracts, refer to the PROJECT document on the WebBoard. Note the categories of PROJECT REFERENCE SOURCES that the PROJECT document specifies must be used for the project.
Abstract 1 is to be of an article from a research journal. It should be generally related to your team's project title and description. Abstracts must begin with a proper reference. Again, see the PROJECT document for the required citation and reference format. Also, see the WebBoard for an example and information.
Abstract number 2 is to be of an article from a practitioner journal.
Abstract 3 is to be of an article from a research journal and must deal with one of the cultural dimensions as described in the PROJECT document.
Abstracts 2 and 3 should be clearly related to your team's project.
Abstracts must be based on articles of at least 5 pages. Each individual must have a different article from all other individuals on the team. Once you have selected an article, post the reference on the team conference on the WebBoard to avoid duplication. In the case of Abs 1 & 3, they can be no repeated use of articles within the team.
A long-form abstract for this project means one that is four to six times as long as the one provided by the authors of the articles. The abstracts should be based on the authors' abstracts; however, you must study the articles and provide additional information on the findings, discussion of their meanings and implications for future research and/or application. The idea is to record the information from the abstract that will be of use in the writing of your report. Once the abstract is complete post it in your team’s conference on WebBoard as the means of turning it in.
READINGS
The assigned readings are outlined in the SCHEDULE below.
The course is tightly planned on the assumption that you will have read the assigned materials before the class session for which they are listed. The class activities are planned to build on the knowledge base provided by the reading material. If you have not read the material, you will not have the knowledge base, and thus, you will not get full benefit from the class activities. For example, to understand the videos, their analysis and the related lecture/discussion material, you will need the knowledge base provided by the readings. The situation is the same for class exercises. It is, therefore, very important that you read the materials before the class session for which they are assigned.
WEBCT
The WebCT, which you can access via the Internet, is an important feature of the course. It is important that you check the WebCT frequently and regularly during the semester.
Be sure to login in as user on the WebBoard and remember your user name and password. It is important to access STUDY MATERIALS and latter it is essential for accessing your TEAM CONFERENCE. I cannot give you access if you are not logged in as a user!
Administrative Conference
On the WebBoard, there is an ADMINISTRATIVE Conference where you should have found this SYLLABUS document. There also is a very important companion document, PROJECT. Be sure to retrieve it and read it carefully.
Administrative announcements will be posted here throughout the semester. Check often.
Study Materials Conference
In this conference, you will find study materials, which will be posted as we progress through the semester. These materials will include study questions for exams, articles and other items to read, as well as note-taking outline and/or Power Point slides for some class sessions. The last two items, you should download, space, print and bring to class on the appropriate day.
Discussions
There is a Discussions with Questions under it where I will post items for sequential discussion to supplement discussion during class sessions. You are expected to actively participate in these discussions through out the semester, both posting your own comments and reading those of others. Your participation will be monitored for quality and quantity. Failure to actively participate will result in a reduction of your course grade by up to 05%. For example if your average were 78 and you failed to participate in these discussions your average would be lower to 73. C+ is the grade for an 78 average and C- for an average of 73. You can see the impact.
Team Conferences
Once the International Teams have been formed, I will establish a private conference for each team. You should use it for team communication. Your team should use this conference for communication outside of class. You can exchange documents and discuss them via the conference. If you use the conference for communication about the project, I can monitor what is going on and can be helpful in guiding the team. Often I can save you from “making a wrong turn” and can provide more timely information than waiting for class. Therefore, failure to use the conference in a consistent and effective manner for work on the project will result in a reduction of the team project grade by one-third of a grade letter. B- can become a C+, for example
For more information, see the PROJECT document. Be sure that you are logged into the WebBoard as a user!
PRO FORMA STATEMENTS
The following statements are pro forma but are still important.
Disabilities
“The Center for Students with Disabilities provides a wide variety of academic support services to all currently-enrolled UH students who have any type of mental or physical disability of either a temporary or permanent nature. These services include assistance with course accommodations, adaptive equipment, individualized exam administration, taped textbooks, wheelchair repair, library needs, registration, handicapped parking, accessible housing and transportation, as well as many other needs. If you feel that you may need assistance of this nature, you may wish to call the Center at 3-5400.” In addition, you should let me know about any special needs related to this course as soon as possible.
Prerequisites
“Prerequisite for NANA 4340 is MANA 3335. If you do not meet the prerequisites you may be dropped from the course.”
Final Examinations
“CBA policy requires that any final examinations be given only during the University’s scheduled final examination period.” However, there is not a final exam in the course. The course project is meant to provide integration of the material.
Teaching Evaluation
“The CBA has a policy that requires all of its instructors to be evaluated by their students. The results of these evaluations are important to provide feedback to instructors on how their performance can be improved. In addition, these evaluations are carefully considered in promotion, salary adjustment, and other important decisions. We openly encourage students to provide feedback to the instructors and to the CBA through the evaluation process.” Because the primary objective of the course is for you to significantly increase your understanding of what is required to effectively communicate and negotiate across cultures, the real measure of teaching effectiveness is how much opportunity you had to acquire that knowledge. So please keep this reality in mind and also that the teaching evaluation can also be used to indicate what worked well and what was of value in providing learning opportunities.
NOTES:
They will be announcements, assignments, additional information, and changes made in class and posted on the course WebBoard. These items are binding on you as a student. You are responsible for all class content, announcements, changes and all else from class whether you are present or not. As there will be announcements, changes, additional information and such during the class sessions of educational journey, you should be sure that your study team provides you all the information if you are unable to attend class. Plus, be sure to check the WebBoard regularly and frequently.
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SCHEDULE 1
DATETOPICREAD BEFORE CLASSASSIGNMENT DUECLASS ACTIVITIES
Week 1
20 JAN+ Course Introduction------+ Review Syllabus
Tuesday & Overview
+ Class Exercise------+ P B Inventory
22 JAN+ Introduction+ Essens: Chs. 1-2, pp. 1-53------+ Negotiation Exercise:
Thursday to Negotiation Bonsai
+ Lecture/Discussion
Week 2
27 JAN+ Introduction to+ Essens: Ch. 8, pp. 183-206------+ Video: International
Tuesday Cross-Cultural+ WCC: pp. 1-34 Negotiating
+ Lecture/Discussion
29 JAN + Team Formation------Completed TORF by+ Formation of Project Teams
Thursday end of class session+ Getting to Know Each Other
Week 3
03 FEB+ Exam 1Study all material for quizBe prepared for the exam+ Exam 1
Tuesday
05 FEB+ Distributive+ Essens: Ch. 3, pp. 54-88+ Nego Ex: An Old Ram
Thursday Bargaining Ch. 5, pp. 110-131+ Lecture/Discussion
Week 4
10 FEB+ Selection/ApprovalProject Topic List+ Team meetings w/ Prof.
Tuesday of Project Topics
12 FEB
Thursday + Integrative+ Essens: Ch. 4, pp. 89-109+ Abstract 1+Nego Ex: Oil & Gas Contract
Bargaining+Lecture/Discussion
SCHEDULE 2
DATETOPICREAD BEFORE CLASSASSIGNMENT DUECLASS ACTIVITIES
Week 5
17 FEB+ Distributive vs. Essens: Chs 3-5------Lecture/Discussion
Tuesday Integrative
19 FEB+ Project Simulation+ WCC:Ch. 3, pp. 35-51+ Abstract 2 + Project Simulation
Thursday
Week 6
24 FEB+ Exam 2Study all material for quiz ------+ Exam 2
Tuesday
26 FEB+ Negotiation with+ WCC: Ch. 4, pp. 52-64+Abstract 3+ Lecture/Discussion
Thursday the Japanese - 1 Ch. 48, pp. 400-415+ Video: Negotiating with
theJapanese – Part 1
Week 7
02 MAR+ Negotiating with+ WCC: Ch. 5, pp. 65-84+ Project Description (2 pages)+ Video: Negotiating with
Tuesdaythe Japanese - 2 Ch. 10, pp. 165-171theJapanese – Part 2
+ Lecture/discussion
04MAR+ Exam 3Study all material for quiz ------+ Exam 3
Thursday
Week 8
09 MAR + Review of Team Projects+ Revised Project Description+ Team meetings with Prof
Tuesday
11 Mar*------PROJECT WORK------
Thursday
Week 9
16 & 18 MAR------SPRING BREAK ------
SCHEDULE 3
DATETOPICREAD BEFORE CLASSASSIGNMENT DUECLASS ACTIVITIES
Week 10* ------PROJECT WORK ------
23 & 25 MAR
Week 11*------PROJECT WORK------
30 MAR & 01 APR
Week 12
06 APR+ Team Project Reports------Written Report DuePosted on Team Conference
Tuesday + Negotiating withWCC: Ch. 46, pp. 379-393------+ Video: Working with China:
the Chinese -1- Negotiating –1 + Lecture/Discussion
08 APR + Negotiating withWCC: Ch. 7, pp. 94-114------+ Video: Working with China:
Thursday the Chinese -2- Negotiating –1& 2
+ Lecture/Discussion
Week 13
13 APR+ Negotiating withWCC: Ch. 8, pp. 115-141------+ Video: Working with China
Tuesday the Chinese -3- Negotiating –2
+ Team Projects+ Lecture/Discussion
15 APRExam 4Study all material for quiz------Exam 4
Thursday
Week 14Conclusion------+ Return of Quiz 4
20 APR + Course Grades
Tuesday+ TEQ
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