TUNGHAI UNIVERSITYDepartment of International Business - Taichung

Seminar in East-West Negotiations, Culture & Challenges

(MBA 4436)

Steve Varela

Today’s Agenda

• Welcome– Instructor

• Participants: Index Card– English Name, Number, Email & work experience,

academic major, goals for this course, travel/overseas experience, sales experience.

• Individual Student Introductions• Preview

– Syllabus– Ebook Discussion– Group Divisions– Feedback

• Class Style: Informal for a free discussion

Your Instructor: Personal• Born in Chicago, 1964• BS – MS – MBA• PHD ABD International

Strategy - 2011

• 25+ Countries/200+ Intl.Trips• Resident of:

– Brazil, Chile, Mexico, Taiwan

• Married & New Father– February 8th, 2009

Professional• National Account Manager

(AT&T)• Market Dev. Consultant (Chile)• Business Program Mgr

(Motorola-America’s)• Business Development

Director (Motorola Brazil)• Commodity Producer/Broker• Asst. Professor (Tunghai)

Student Background:

– English name, number & email

– Work experience– Negotiation

experience– Academic focus– Goals for this course– Travel/overseas

experience

– Other comments???

Joe Student, F123456 joe @ gmail.com

Syllabus Overview:

– Two Parts• Part I Western Negotiation

Fundamentals• Part II Cross Cultural Negotiations (East-West)

– Negotiation Simulations (4-5 role-play’s)

– Case (1)– A-Teams: Relate course theory to personal

experience– Practical Nature: Executive Planning

Memo’s & Briefings

Detailed Syllabus Seminar in International Business

MBA 4418 Spring 2008

Steve Varela, MBA, MS Department of International Business #615 (04)-2359-0121 x 35329 Email: svarela@thu.edu.tw Office Hours: Monday 7:10 – 18:10 and Wednesday 19:10 – 20:10 or by appt.

About This Course

Conducting business internationally involves a unique set of challenges. Diverse cultures, laws, languages, and currencies add to the complexity of putting together and managing international business ventures. This course will help you prepare for these types of activities by exploring a number of questions which focus on various aspects of international business. The primary vehicle for accomplishing this will be class discussions built around presentations by the instructor and students as well as cases dealing with a range of issues, countries and industries.

Course Structure

The course is built around questions faced by companies wishing to do business in a global marketplace. The sessions will focus on these questions and will involve lecture/discussions of the important issues, and case discussions.

The most important outcomes for you will be:

an understanding of how to approach each of the questions raised, the ability to recognize and analyze issues surrounding various aspects of international

management, and the ability to recommend a course of action for an international venture.

The primary method for developing these skills will be preparation for and participation in classroom discussions, while the secondary method will be required write-ups and presentations dealing with the focus country. We intend to create an environment in which each person will be prepared for each class session and will therefore be in a position to make meaningful contributions to the discussion. Your final evaluation will reflect your participation as 50% of the final grade is based on individual and group participation.

eLearning, eBook, case materials

• www.slideshare.net– Lecture slides: search “Tunghai East West”

• CustomBook: McGraw-Hill– 7 day availability

• Cases/Simulations: pay & receive from department office– ~US$3.50 each

A-Team (Application Team)

• Helps us translate our class theory and experiences to our own personal lives1. Meet frequently (at least 5 times) and

also at the end of class.

2. Note (journal) your learning's from class and related life experiences.

• Will be used for your final group assignment.

A word on Active Learning

Old Factory Based Economies: Collaborative, Student Centered:

Innovative Economies

“Tell me and I'll forget; show me and I may remember; involve me and I'll understand.” Chinese proverb

Learning goals for this course:

• Participants to understand critical concepts: – Learn through

doing– Share your ideas,

take your own risks

– Improve your memory & understanding

Learners Dilemma

Q: How do you learn?A: I buy a book,– I go to class, I study…– And memorize stuff.

Q: Then what happens?

A: I take the test.

Q: And?

A: I forget.

Words…

• In any language, words are not sufficient to tell the whole story…

We can use role-plays and case studies to complement our theory, make the subject concrete in our minds…

In class we can try the theory under varying environments, circumstances.

Team Divisions

• Group Size: 4 or 5 Persons• Used for:

– Application Teams (A-Team)– Final Role-play Simulation– Executive Briefing (Negotiation Planning

Presentation)

• Let me know in the next two weeks what the group members are.

Evaluation Criteria

• Participation is key to Success– 50% of final Grade depends on

participation either through group presentation or case discussions

• Midterm & Individual Case Write Up– 20%

• Final Simulation/Written Plan: 30%

TUNGHAI UNIVERSITYDepartment of International Business - Taichung

Break

Next: How do You Negotiate

Assignment I: How Do You Negotiate?

• Prepare a one page internal business memo detailing how you would negotiate an important contract .

• eMail:– svarela@thu.edu.tw– Subject: EMBA #1

MEMO

Date: February 20, 2010

To: VP Purchasing

Fr: Me

Re: Contract with new Supplier

Purpose: Here is how we should plan and negotiate our new contract.

Next Up:

• “WIN” Simulation

• Negotiating with your Professor

• Read: Getting to Yes. Chapter 1 – Available on eLearning tomorrow.

Feedback:

• Any questions, doubts:– Office: M615B– Cellular: 0918-877-500– Email: svarela@thu.edu.tw

– Office Hours: • Monday 1:10-3:00PM• Thursday 3:20-5:10 PM• Or by appointment.