Advanced Intercultural Communication & Negotiation Skills


Module Description:


This seminar is only available for MIBS and MIM students.


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




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.


Course Frequency

summer term (SS)

Lecture Dates:

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

Admission Regulations

  • 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.
  • The number of participants is limited to 40 (first come, first serve)


Written exam, 60 min

Examination Number:

65203 Presentation and wirtten exam (5 ECTS)

Exam Date:


Exam Review:





Prof. Dr. Dirk Holtbrügge

  • Job title: Chairholder; Dean of International Affairs
  • Organization: Department of International Management
  • Phone number: +49 911 5302 452
  • Email:
  • Consultation hours:
    Please make an appointment with the secretariat.

Responsible Assistant

Ritam Garg, PhD

  • Job title: Senior Teaching and Research Associate
  • Organization: Department of International Management
  • Phone number: +49 911 5302 472
  • Email:
  • Consultation hours:
    by appointment

    • Intercultural Competence
    • Advanced Intercultural Communication & Negotiation Skills