1. International Business Skills BSK02-1 Robin Schuessler scrob@hr.nl

2. BSK02-1, 5 ects  Workshop format = participation required  More than one absence per quarter = ND  Guest lectures arranged by A. von Schmid  Class meets as group in weeks 1, 2, 3, 4, 7 and 8 of OP1  Other meetings as scheduled

3. Topics Covered  Telephone skills  Meetings/agendas/minutes  Conflict management  International negotiations  Culture in Practice  Leadership (with Alexander von Schmid)

4. Schedule OP1  Week 1: intro and telephone skills  Week 2: demo skills; cultural etiquette  Weeks 3-4: Meeting skills  Weeks 5-6: Role play meeting skills (incl. feedback)  Weeks 7-8: Negotiation techniques

5. Schedule OP2  Weeks 1-2: Negotiation role plays in project groups  Week 3: Writing reports  Weeks 4-5: Feedback on final assessment proposal (in pairs)  Week 5: Preparation report due in N@tschool by 13.00 on Friday  Weeks 6-8: Final assessments (in pairs, by appointment)  Week 10: Retakes of final assessment

6. Requirements  In order to receive credit for BSK02-1 you must:  Have sufficient attendance (no more than 1 absence per quarter)  Take part in all role play activities (telephoning, meeting, project group negotiation)  Hand in a satisfactory preparation report  Complete a successful international negotiation  Other components required by Alexander von Schmid

7. Final assessment  Put your cultural knowledge into practice  Partner negotiation– at least one is non-Dutch  Prepare country report outlining differences  Have an offer/company/product  Demonstrate cultural understanding  Make proposal and negotiate a deal  See rubrics in syllabus

8. Telephone skills  Much of normal communication is non-verbal  Telephoning requires better voice control  Practice what you will say beforehand  Consider potential responses  Find a partner and practice!

9. Telephone your friend. Try to persuade him/her to go on holiday in Thailand with you. Your friend wants you to go on holiday in Thailand. Try to persuade him/her to go to London instead. You are a boss. Phone your employee to find out why s/he is not at work today. You are at home. You do not want to work today. Your boss will phone you. Phone your friend. Tell him / her that you saw their wife / husband with someone else last night. Your friend has some interesting information for you. You went to a restaurant and had very bad service. Phone the manager and complain. You are the manager of a restaurant. A customer will phone you. You are a boss. Phone your employee and tell him / her to work this Saturday. You are happy that it is Friday and the end of the working week. Your boss will phone you. You need some money for your business. Phone your friend and ask to borrow some money. Your friend will phone you. This is good because she owes you $500 and you need the money back. You are a neighbour. Your neighbour is very noisy. Phone him / her to complain. Your neighbour will phone you. You don’t like this neighbour. You are a boss. Your employee will phone you. Phone your boss and ask for a bigger salary. You bought a computer from a shop but it doesn’t work now. Phone the shop and tell them. You are manager of a computer shop. You left your mobile phone at your friend’s flat. Phone him / her and ask where it is. Your friend will phone you. You found his / her mobile phone in your flat this morning but your dog then ate it!