735329 Decision making in management with special emphasis on cultural differences (in Eng.)

Vortragende/r (Mitwirkende/r)
Institut für Marketing und Innovation
Angeboten im Semester
Sommersemester 2017
Unterrichts-/ Lehrsprachen


a. Introduction: the Interaction of Cultures

- Looking across the pond: how do you view the others?

- Know yourself: what are the typical aspects of Austrian business

communication? And how do other cultures interpret them? - Personal

experiences with unsuccessful business communication - The best of

different "worlds": fundamental "dos and don´ts" for cross-cultural

business interactions

b. Definitions of Culture, cultural awareness, the role of language, ethnocentrism, stereotyping, values, norms, symbols. Culture Shock und how to deal with it. High and low context cultures, time in cultures, multi-active, linear-active cultures. Cultural theories

c. Negotiations and Meetings: Success with foreign Colleagues and

Clients - Knowing your counterparts: defining tasks, understanding

individual and group relationships: communication styles compared - The hard sell:

cultural differences in argumentation and persuasion


The course applies a mixture of lectures, discussions and self-directed learning.
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