x !
Archived Curricula Guide 2011–2012
Curricula Guide is archieved. Please refer to current Curricula Guides
ASIAI002 Asian Business Cultures and Negotiation Styles 5 ECTS
Organised by
Asian Studies in Business and Business Cultures
Person in charge
Marketing lecturer
Preceding studies
None; the course applies to exchange students, too.

General description

This course gives basic information and tools for understanding Asian Philosophies, Business cultures and Business negotiations.

Learning outcomes

The objective of the course is to prepare the students to recognise the characteristics of Asia's main business cultures, religions and philosophies and to understand how negotiating strategies vary with differences in negotiating contexts, number of parties, visibility, form, substance, structures, styles and transparency.


The course will develop the participants to add their knowledge and skills and learn the techniques used in the stages of the Asian negotiating process comprising planning, opening, arguing, signalling, proposing, bargaining, packaging, closing and sealing as well as to recognise the use of negotiating tactics. Accordingly, the course will help to develop each one's own negotiating styles.

Teaching methods

Teaching method Contact Online
Lectures 20 h 0 h

Teaching language


Modes of study

Further information on modes of study is given by the lecturer in charge.


Numeric 1-5.

Study materials

  1. Morris, Trevor & Goldsworthy, Simon: Public Relations for Asia, Palgrave Macmillan, 2008.
  2. Gallo, Frank: Business Leadership in China: How to Blend Best Western Practices with Chinese Wisdom, Wiley, 2008.
  3. Roll, Martin: Asian Brand Strategy: How Asia Builds Strong Brands, Palgrave Macmillan, 2006.
  4. Other materials, as given by the lecturer, will be delivered for Moodle.

Belongs to following study modules

School of Management
Asian Studies in Business and Business Cultures (Asian Studies in Business and Business Cultures)
Archived Teaching Schedule. Please refer to current Teaching Shedule.
School of Management