30 hours

Credit value: 8 ECTS


You will be introduced to concepts of global and international environment and development trends, the meaning and importance of intercultural negotiations within the global and international environment, as well as various approaches to intercultural negotiations. The course also involves studies on the BATNA model and its implications in intercultural negotiations in international environment. Intercultural negotiations will examine strengths, weaknesses, opportunities and threats within a global context, and how to exploit possibilities within the international environment.

Learning Outcomes and Objectives

After taking this course, you will gain knowledge:

  1. Of the intercultural environment, negotiations, intercultural negotiations, and will be able to understand and use the BATNA model and technique in intercultural negotiations
  2. In how to adequately emphasize the role and importance of intercultural negotiations within the international business environment, knowing how to use the knowledge gained through the course in practice and real business situations
  3. In how to solve problems and disputes related to intercultural negotiations in various economic practices and further development context
  4. In how to manage intercultural negotiations mediated by technology and social networks

Teaching and Learning Methods

Frontal teaching, case studies, seminar works (assignments), field excursions to companies which operate within the international environment, independent student work, e-learning.


Short text – assignments (1-3 pages), activities in the e-classroom, classroom discussion, final assignment.

Click here to access the full course syllabus

The course is taught by:

Augusto Sebastio

Lidija Nikočević