This course focuses on negotiation in the global business setting. In addition to providing students with a broad, intellectual understanding of a set of central concepts in negotiation, this course will investigate issues that can be particularly troublesome in the global setting, including dispute resolution, ethics that are unique to the international arena; parties at the cross-cultural negotiation table; and culture, the unique character of a social group, and how culture affects negotiators’ interests and priorities and strategies. The course will be a combination of exercises, discussions, and analyses. Research on negotiation as well as experiential learning exercises will be used to accomplish the course objectives.
1) To provide cross disciplinary perspectives on the key concepts and theories in negotiation
2) To learn to develop a strategic plan for negotiating that takes cultural differences into account.
3) To gain a broad, intellectual understanding of a set of central concepts in negotiation as they apply in the cross-cultural context.
4) To improve students’ analytical abilities for understanding the behavior of individuals, groups, and organizations in competitive situations in cross-cultural settings.
5) To develop confidence in students’ skills to negotiate beneficial transactions and resolve disputes in same and cross-cultural settings.