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Arkistoitu opetussuunnitelma 2012–2015
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KATASA13 Asian Business Cultures and Negotiation Styles 5 op
Organised by
Degree Programme in Business Studies
Asian Studies in Business and Business Cultures
Person in charge
Lecturer in marketing
Planned organizing times
Period(s) I II III IV
2012–2013 X
2013–2014 X
2014–2015 X
Preceding studies
None; the course is open for exchange students, too.
Corresponding course units in the curriculum
Curricula 2011 – 2012

Learning outcomes

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


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

Teaching methods

Lectures and exercises 20 h.

Teaching language


Modes of study

Option 1
Available for:
  • Degree Programme Students
  • Other Students
  • Open University Students
  • Doctoral Students
  • Exchange Students
Participation in course work 
In English

Project work, written in a group of 3–4 students.


Numeric 1-5.

Study materials

1. Ulrich, Dave & Sutton, Robert: Asian Leadership. What Works, The McGraw-Hill Companies, 2011.
2. Morgan, Morry: Selling Big to China. Negotiating Principles for the World’s Largest Market, John Wiley & Sons (Asia) pte. Ltd., 2010.
3. Bouee, Charles-Edouard: China’s Management Revolution. Spirit, Land, Energy, Palgrave Macmillan, 2011.
4. Journals and other materials, informed by the lecturer.

Further information

Recommended year of study: 2.-3. year Spring

Belongs to following study modules

Asian Studies (Yhteiset opinnot/JKK)
Archived Teaching Schedule. Please refer to current Teaching Shedule.