BA course 'Chinese Negotiation Skills and Theory (Intermediate)'*

This course is taught to students in the 7th and 8th term of their BA study. With the help of negotiation role-plays and case studies, students are trained to master the communicative skills necessary to conduct negotiations solely in Chinese language. At the end, they should be able to establish conversational cooperation and master communicative actions as describing, explaining, arguing, questioning, summarizing, offering, making and declining demands, accepting, making admittances, entering deals etc.. The language of instruction is Chinese. Course reading consists of about 300 standard pages in Chinese including articles with case studies and role play patterns. Since the theory part is basically dealt with in the Intercultural Communication course (especially in Tony Fangs comprehensive English-language book “Chinese Business Negotiating Style”), the course mainly focuses on the instruction of Chinese Negotiation Skills with frequent reference to theoretical knowledge taught in the Intercultural Communication course about China. Group size ranges from 10-16. To ensure that students are well prepared for each lesson, a syllabus is handed out at the beginning of the course in which the tasks that need to be prepared for every lesson are outlined. The homework includes reading material as well as audiovisual material in Chinese.

*This course was part of the study programme 'BA and MA in Business, Language, and Culture (Chinese)' offered at the University of Southern Denmark (SDU) between 2007 and 2021. The programme ended in 2021.