Uusi opinto-opas (sisältäen myös opetusohjelmat) lukuvuodelle 2018-2019 sijaitsee osoitteessa https://opas.peppi.utu.fi . Tältä sivustolta löytyvät enää vanhat opinto-oppaat ja opetusohjelmat.

The new study guide (incl. teaching schedules) for academic year 2018-2019 can be found at https://studyguide.utu.fi. This site contains only previous years' guides.

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Arkistoitu opetussuunnitelma 2013–2014
Selaamasi opetussuunnitelma ei ole enää voimassa. Tarkista tiedot voimassa olevasta opetussuunnitelmasta.
JO022071 JO7.1/KV30.1 International Negotiations 4 op
Organised by
Management and Organisation
Person in charge
Werner Auer-Rizzi

Learning outcomes

At the end of the course students are able to (a) focus on the interests of all parties involved in a negotiation in order to create win/win situations, (b) avoid common decision making errors in negotiations, and (c) be aware of cultural differences when negotiating.


The course introduces and applies theories that contribute
to improving negotiating and decision-making capabilities. Analytical skills in decision making and negotiations are considered important but emphasis is placed on the development of interpersonal skills necessary for the acceptance and implementation of good solutions to difficult problems. The approach involves hands-on learning in realistic settings that are relevant to the broad spectrum of negotiations and decisions that are traditionally faced by business people.

Teaching methods

Associate professor Dr. Werner Auer-Rizzi, Johannes Kepler University, Linz, Austria. 18 hours. Students have to register for the course. Class size is limited to 20 students. The goal is 50 % exchange students, 50 % Finnish students. The final decision about participation will be based on creation of intercultural balance in the course and support for students majoring in management and international business.

Modes of study

There is no written examination. Instead students are expected to participate in all the exercises and class discussions, keep a learning journal, be familiar with some of the literature on the reading list and to write a final reflective essay on their learning experience.


Numeric 0-5.

Recommended year of study

2nd or 3rd I

Study materials

  1. Bazerman, Max H., Negotiating rationally,  1992.
  2. Fisher, Roger; Ury, William; Patton, Bruce, Getting to Yes: Negotiating agreement without giving in (2nd edition). Penguin Books, New York 1991.
  3. Gannon, Martin J., Understanding Global Cultures: Metaphorical Journeys Through 28 Nations, Clusters of Nations, 2004.
  4. Holden, Nigel, Cross-Cultural Management: A Knowledge Management Perspective, Pearson Education 2002.
  5. Lewicki, R.J.; Saunders, D.M.; Minton, J.W., Negotiation readings, exercises and cases,  1999.
  6. Lewis, Richard D., When Cultures Collide: Leading Across Cultures, Nicholas Brealey Publishing 2006.
  7. Culture's consequences: comparing values, behaviors, institutions and organisations across nations, Hofstede, Geert (2001), 0-80-397324-1.
  8. Managing People Across Cultures (Culture for Business), Trompenaars, Fons;Hampden-Turner,Charles (2005)

Belongs to following study modules

Markkinoinnin ja kansainvälisen liiketoiminnan laitos
Turun kauppakorkeakoulu
Minor: Management and Organization (MDP in Global IT Management)
Johtamisen ja yrittäjyyden laitos
Archived Teaching Schedule. Please refer to current Teaching Shedule.
Implementation details are unavailable.
Johtamisen ja yrittäjyyden laitos