Every aspect of international business negotiation is influenced by the dimensions of culture. The purpose of this course is to investigate how negotiation, as a process, differs across cultures in terms of cultural conditioning, negotiation style, approaches to problem solving, implied assumptions, and the role of ceremony and formality. The course consists of three modules. The first module builds a framework through which to conceptualise the intercultural dimensions that impact on international business negotiation processes. Taking an Asia-Pacific focus, the second module examines the roots and principles of East Asian strategic thinking that have shaped the negotiation mindset underlying the Asian business cultures of today. In the third module students will be guided in applying the principles of intercultural negotiation derived from the previous modules to formulate specific negotiations strategies for selected case studies. Students will also be given the opportunity to question and evaluate the negotiation approaches of guest specialists involved in international negotiation from different cultural perspectives.