BED-3052 Internationalisation and negotiations - 10 ECTS
Applicants from Nordic countries: June 1st for the autumn semester and December 1st for the spring semester. Exchange students: October 1st for the spring semester and April 15th for the autumn semester.
Exchange students are students from academic institutions with which UiT The Arctic University of Norway have formal exchange agreements.
Students have to hold a bachelor degree (180 ECTS) in one of the following disciplines: Business, Management, Marketing, Computer Science, Information Technology, Engineering, Electrical engineeing, Physics, Health, Energy, Fisheries or Biotechnology.
- The Norwegian grading system is an A-F scale in which A is the highest score and F is fail. An average grade C from a bachelor degree issued in Norway is the minimum requirement for admission to the master's level for students with Norwegian study background.
- Applicants who hold a bachelor's degree or equivalent issued in Europe, Canada, USA, Australia and New Zealand must have an average grade C as a minimum, or the corresponding numerical mark/percentage score to be considered for admission.
- Applicants who hold a bachelor's degree or equivalent issued in countries other than the above mentioned region/countries must have an average grade B as a minimum, or the corresponding numerical mark/percentage score to be considered for admission.
This course introduces the students to different theoretical perspectives on internationalization and negotiations. Regarding internationalization, the course will present different theoretical approaches that in various ways explain how companies may enter and expand in foreign markets and why. An important part of doing business is to establish business relationships. This course will introduce the students to some of the challenges that business partners from different cultures may encounter when establishing and developing business relationships, and how these challenges could be managed. Negotiations are an essential part of doing business. Therefore, this course will prepare the students to take part in negotiations in a cross-cultural context. This implies both an introduction to theoretical approaches to negotiations and practical sessions where students take part in negotiations.
The students are encouraged to read the literature which is given in the lecture plan before attending a class. This will make the student better prepared to ask questions and to take part in discussions. In the first lecture the students will be divided into groups, and will be offered guidance with regard to how to get started with the group assignment which will focus on a problem related to the internationalization process of a company or industry. It is therefore of great importance that students attend the first lecture.
The students will be offered supervision. More detailed information regarding supervision will be made available in Fronter. Prepare questions/issues that you want to discuss before the meeting.
The student will attain the following learning objectives:
- The candidate has advanced knowledge about the ongoing debates within the research field of internationalisation of firms as well as specialised knowledge about the key challenges facing business people negotiating across cultures.
- The candidate has thorough knowledge about key theoretical approaches that exist within the two special fields: internationalisation and negotiations.
- The candidate can apply the knowledge acquired in the course to new and relevant problems that they identify related to internationalisation of firms and negotiation challenges.
- The candidate is capable of analysing professional problems based on the disciplines¿ distinctive characters. Both disciplines, internationalisation and negotiations, provide key concepts and theories that can help the candidate to discuss highly relevant issues that are likely to occur when business operate across borders.
- The candidate is capable of both analysing information from different sources as well as take a critical approach to how these sources of information can be analysed. These analyses form the basis from where the candidate develops well-reasoned arguments.
- The candidate is capable of carrying out work independently, including analysing theories and scientific work, and to find solutions to theoretical and practical problems.
- The candidate has an advanced understanding of different research methods that are used within the research fields of internationalisation and negotiations.
- The candidate is capable of carrying out a small research project under supervision, and in accordance with National Committees¿ Research Ethics.
- The candidate is capable of analysing relevant problems that are of interest to professionals in business and researchers.
- Based on the knowledge and skills acquired in the course, the candidate is capable to carry out advanced work tasks and projects in new areas.
- The candidate is capable of communicating extensive work carried out independently, and is master of the disciplines¿ forms of expressions.
- The candidate is capable of communicating specialised problems, analyses and conclusions that he/she has developed based on the disciplines internationalisation and negotiations, both to specialists and to public.
In the autumn 2015, the course is offered as an ordinary course at the university campus. It is required that the students are present at the Campus because the course requires that the students take part in course activities that are compulsory, including a group assignment. The teaching will consist of lectures, group work, presentations, discussions and negotiations. Each group will present the results of the group assignment. Each member of the group will take part in the presentation.
The schedule (timeplan) BED - 3052 offers information about where and when lectures, presentations, supervision and negotiations will find place.
The teaching plan will be made available in Fronter just before the start of the semester.
The student is responsible to ensure that he/she gets the information given during the lectures, and which is not given in the schedule, teaching plan, in Fronter or in the required course readings.
It is expected that the students master the use of word processing.
Group based assignment makes up 30 % of total grade, reflection note makes up 10 % of total grade, and 4 hours individual written exam makes up 60 % of total grade. A graded scale of fice marks from A to E for pass and F for fail.
There will not be arranged a re-sit exam for this course.
Group assignment The students will be divided into groups by the lecturer. Each group has to select a company or an industry which it wants to use as a case for its assignment. The purpose of the assignment is to apply concepts and models from the internationalization literature in order to analyze and discuss a particular problem/issue related to the company's or industry's internationalization process. The assignment should be submitted both as a paper size and as a PDF file in Fronter. It is expected that the students identify relevant literature for their assignment.
The assignment should be 15 pages maximum including reference list and appendixes. The students should make use of the structure explained in the Guidelines for Master Theses found at: https://uit.no/om/enhet/artikkel?p_document_id=418713&p_dimension_id=88167&men=28714
Information about the deadline for the submission of the group assignment will be given in the beginning of the semester. List the candidate numbers of all the group members on the front page of the assignment.
The group assignment makes up 30 % of the total grade.
Reflection note The reflection note is an individual assignment, maximum five pages including front page and references. After the negotiations have been carried out, the student writes a reflection note based on one of the two cases. The student should offer an analysis of the negotiation process leading to the outcome of the selected negotiation. Secondly the student has to offer her/his point of view regarding the learning outcomes: What did you learn as a result of taking part in the two negotiation cases?
Information about the deadline for the submission of the reflection note will be given in the beginning of the semester. Provide the candidate number on the front page of the reflection note. The reflection note should be submitted both as a paper size and as a PDF file in Fronter.
The individual reflection note makes up 10 % of the total grade.
The written exam is held at campus Tromsø. The written exam makes up 60 % of the total grade.
Compulsory requirements The students have to complete some requirements in order to sit for the written examination.
Requirement 1 Each group will present the assignment, and each member of the group has to contribute in the presentation. The schedule for the presentations will be given in the beginning of the semester.
Requirement 2 The students will practice negotiations in groups (one group makes up a negotiation team). All students have to take part in two different negotiations (two different cases). Each negotiation session will last 4 hours. The groups have to prepare, carry out negotiations and take part in the discussions about what happened in the negotiations (debriefing). The schedule for the negotiations will be given at the beginning of the semester.
The student has to submit documentation like medical certificate to the student administration if the student does not complete one of the requirements. Documentation is required in order to find an alternative requirement, and to find a new date for the submission of written work.