MBAD653-19X (C) General non-calendar-based 2019

International Business Negotiations in Multi-cultural Environments

10 points
18 Mar 2019 - 12 May 2019


This course explores a framework for international contract negotiation and includes business strategy, management psychology, legal, intellectual property, marketing and supply chain

This international management course, taught at various management schools & executive development programs around the world, builds towards understanding and mastering the interrelated skills that contribute to the art of today’s successful business negotiating.

The course explores the larger framework that sits over contract negotiation:
business strategy, management psychology, legal, intellectual property,
marketing, supply chain, etc.

Understanding and dealing with ‘cultural differentiation’ is integrated throughout the course at both conceptual and operational levels.

Participants learn to negotiate with greater confidence plus superior tactical finesse and cultural sensitivity under considerable stress.

During the course, participants are expected to contribute to the discussion during the seminars and negotiation process. This contribution will be evidenced by documentation of the preparation and by video footage of the negotiation.
Participants will gain invaluable experience by preparing for and engaging in a
range of face-to-face negotiations plus using modern broadband
videoconference tools. Negotiations are recorded, allowing evaluation by video-analysis.

This intense block-course doubles as a test field for participants’ skills in
group dynamics, leadership and new-world business communication, including digital platforms.

The practical implications of alternative strategies and tactics are examined, as are the elements of persuasive power, structuring the process for optimal
effect, maximising value, preparing for negotiations, dealing with difficult
people, breaking deadlocks, and managing the negotiation team.

All cases and simulations are drawn from existing business cases extracted from Patrick’s extensive cross-sector international business portfolio.

In addition to attending classes, students should spend about another four hours per week (prior/during course) in activities related to this course, including revising discussed material, required readings and preparing for assignments.
Students are to prepare for class by reading the articles made available online and should be ready to comment on and discuss these during class.

Learning Outcomes

  • By the end of this course it is expected that the student will be able to:

    1. Advise a company, as a consultant, on a challenge relating to negotiating international business development: scope options, develop and prioritize choices with risk mitigation recommendations.

    2. Articulate and communicate effectively how the business should develop & negotiate their international market towards a 5-year horizon, taking into account decisions required to operate effectively in a foreign market environment.

    3. Gain confidence, competence, superior tactical finesse and cultural sensitivity in negotiating a business development project in significantly stressful conditions Understand and manage team dynamics, with consideration of the following:
  • Seeking input from the organisation into the International Business Development (IBD) scenario and options
  • Adjusting to cultural parameters
  • Identify ethical and legal issues in a given international business development context.
  • Based on deeper analysis & managing complexity, recognise opportunities and problems in order to negotiate creative/innovative yet realistic business development scenarios.

    Digital Leadership
    Understand and master the seamless transition between online negotiations and physical negotiations, maximising the advantages of available technology and understanding the impact on psychology.

    Profit and NFP relevancy
    Though the negotiating strategies are mostly based around business development & commercialisation issues, the skill-set is easily transferable to a wide variety of (international) negotiation scenarios including non-profit and governmental.


    Contributing to the New Zealand economy with better trained, better prepared international business developers and business advisors.
  • Enhancing the confidence and proficiency of students in both the strategic aspects of international business development and the actual delivery of such a business development project.
  • Strengthening the students’ ability to negotiate productive and resilient contracts and partnerships across borders and cultures.
    This course builds on research-informed and experience-based learning to enhance the student’s insights, skills and confidence as an international business developer and negotiator.

    Special attention is paid to the challenges that come from discrepancies in size (SME vs. corporate) and the impact from culture, corporate culture and management psychology.

    This course has a strong focus on real-world managing complexity.
    It will help students to:
  • Achieve fluency in modern commercialisation strategies, VAR to JV, M&A and various hybrid options inbetween

  • Master intellectual property concepts in their impact on business negotiations
  • Gain advanced fluency in building ‘agreement’ strategies and terms and the monitoring thereof – Memorandum of Understanding (MoU), Memorandum of Agreement (MoA), Heads of Agreement, etc.

  • Become skilled in teamwork concepts, both in the preparation and the live execution of negotiation scenarios, under stress.

    Train participants in why and how to systematically improve their negotiation
    skills and inspire this systematic improvement culture in their organisation.

    Today’s global economies require executives to understand cultural differentiation and highlight the need for mature, skilful negotiators with better methodologies, better tools and a mindset towards systematically improving their negotiating skills.


Subject to approval of the MBA Director

Timetable 2019

Students must attend one activity from each section.

Intensive Block Course A
Activity Day Time Location Weeks
01 Friday 09:00 - 17:00 Rehua 702 18 Mar - 24 Mar
Intensive Block Course B
Activity Day Time Location Weeks
01 Saturday 09:00 - 17:00 Rehua 702 18 Mar - 24 Mar
Intensive Block Course C
Activity Day Time Location Weeks
01 Friday 09:00 - 17:00 Rehua 702 25 Mar - 31 Mar
Intensive Block Course D
Activity Day Time Location Weeks
01 Saturday 09:00 - 17:00 Rehua 702 25 Mar - 31 Mar

Course Coordinator

Patrick Rottiers

Patrick E.J. Rottiers •  Cell 021 33 44 14


A. Paper: Business Negotiation Strategy: 60% of grade

5-page written assignment (1) (both paper and digital versions)

Referenced, academic formatting, all evidence in annex

1. case distribution March 30, 2019

2. paper submission April 14, 12 am (both digital & paper version)

B. Paper: Self-Assessment: 40% of grade

Write up and submit a min. 2-page document that, mixing the concepts of the course and your own, your learning, explores your:

a. Self-assessment, insightful and sharp, of your contribution to both preparations and negotiations and what you take away from the course experience to improve your future negotiations

b. Group-assessment: your insightful and ‘deep’ assessment of the group dynamics experienced, productivity in both preparations & negotiations and what you take away from the course experience to improve your future negotiations

paper submission April 14, 12 am (both digital & paper version)

Referenced, all evidence in annex


NOTE: UC General Course and Examination Regulations

Appeals and Grievances

Special Consideration

Special Consideration Application


Reading list, articles, full-page colour slides of the course in PDF & handouts in PDF will all be downloadable from ‘Learn’ before & during the course.

Efforts have been made to shift from paper to digital format wherever practical

Pre-reading material will be uploaded on Learn before the course

Indicative Fees

Domestic fee $1,567.00

* Fees include New Zealand GST and do not include any programme level discount or additional course related expenses.

For further information see Executive Development Programme on the department and colleges page.

All MBAD653 Occurrences

  • MBAD653-19X (C) General non-calendar-based 2019