Advanced Intercultural Communication & Negotiation Skills  
Foundations of IM I
Foundations of IM II
Managing Intercultural Relations
Advanced Methods of Management Research IV
Internationalisierung mittelständischer Unternehmungen
Advanced Intercultural Communication &
Negotiation Skills
Research Projects in International Management I
Research Projects in International Management II
IM in Movies

Module description: MIBS-6520
Content: Faced with international projects, contracts, conflicts or crises, coping with challenges in multicultural teams, how can managers lever the right reflections and actions in the intercultural business context?

This course provides concepts, observations and suggestions to improve analytical and operational intercultural communication and negotiation skills. The goal of this highly interactive course is to provide students with skills necessary in the intercultural business environment, e.g., by
  • assessing one’s own approaches, identifying personal strengths and challenges in intercultural communication and negotiation,
  • coping positively with intercultural challenges, dilemmas, and tensions,
  • broadening the communication and negotiation repertoire, leveraging the power of international organizations, and
  • translating business communication and negotiation concepts and techniques into action


Language: English
Literature: Berning, S.C. and Holtbrügge, D. (2012): Chinese Outward Foreign Direct Investment - A Challenge for Traditional Internationalization Theories? Journal für Betriebswirtschaft, 62(3-4), 169-224.

Buckley, P.J., Chapman, M., Clegg, J. and Gajewska-De Mattos, H. (2014): A Linguistic and Philosophical Analysis of Emic and Etic and their Use in International Business Research. Management International Review, 54, 307-324.

Cialdini, R.B. (2009): Influence. Science and Practice. 5th ed., Boston.
Fang, T. (2010): Asian management research needs more self-confidence: Reflection on Hofstede (2007) and beyond. Asia Pacific Journal of Management, 27, 155-170.'

Yang, S. and Stening, B.W. (2013): Mao Meets the Market. Reconciling Ideology and Pragmatism in China. Management International Review, 53, 419-448.

Summer term (SS)

SS 2017: 27.04. 18:30 Kick-off, room 0.224
08.05., 15.05., 22.05., 29.05., 24.07., 16:45 - 20:00, room 0.224

  • Students have to register for the seminar via StudOn.
  • In the kick-off meeting, students are required to fill out a binding registration form.
  • Moreover, students have to register on meinCampus.
  • This seminar is only available for MIBS and MIM students.
  • The number of participants is limited to 40 (first come, first serve)
Assessment: Written exam 60 min
Examination number: 65203 Presentation and wirtten exam
(5 ECTS)
Exam date: 24.07.2017
Professor: Prof. Dr. Dirk Holtbrügge
Responsible assistant: Dr. Sue Claire Berning


Sample Questions (Multiple Choice) AICNS Course syllabus 2017

Last update: Feb 08, 2017

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