Cross-Cultural Management

Haas School of Business

Spring Semester 2006

Instructors:

|Professor Ernest Gundling |Professor Hillary Anger Elfenbein |

|Office: Haas F-530 |Office: Haas F-543 |

|( egundling@meridianglobal.com |( anger@haas.berkeley.edu |

|( (650) 712-0837 (best to call 8:00-10:00pm) |( (510) 643-9700 (faster response via email) |

|Office Hours: Tuesday 5:00-6:00pm |Office Hours: Tuesday 2:00-4:00pm, Thursday 12:30-2:30pm, and by |

| |appointment |

COURSE OVERVIEW

This course addresses practical skills for global managers. It examines common issues and best practices for managing a global workforce as well as relations with important customers and partners. Managers with keen strategic insights often fall short when it comes to practical implementation because they lack the skills required to interface effectively with their counterparts from around the world.

Generic cross-border management issues are discussed and then applied to specific skill areas, including establishing credibility, building relationships, obtaining information, evaluating people, giving & receiving feedback, training & development, meeting management, sales & marketing, negotiation, and conflict resolution. Beyond such person-to-person skills, global organization development and consulting skill areas such as multicultural team building, knowledge transfer, innovation, and change management are also covered.

Generic skill areas are applied and adapted to the specific business practices of different localities. Geographical examples are drawn from Asia, Europe, Latin...