Global Business Negotiations

Hours

3.0 Credit, 3 Lecture, 0 Lab

Semester

Fall

Cross cultural/national negotiations, increasingly important in today's global marketplace, are unique-- beyond language and geographic distance. This course teaches a framework of how bargainer characteristics and situational factors influence negotiation processes, which impact negotiation outcomes.

Negotiating Skills

Develop and improve verbal and written case method and analytical skills related to global business negotiating.

Improving Skills Through Practice

Develop and improve everyday negotiation skills by practice and reflection.

International Negotiation

Increase sensitivity to cross-cultural and international negotiation, becoming facile with styles and processes in other countries.

Personal Application

Recognize the pervasive nature and role of negotiations in one’s personal and professional life.