International Culture & Negotiations

The purpose of this course is to introduce students to the role, value, tools and techniques of international negotiation and culture. Students gain an understanding of different aspects, tactics and strategies used in negotiations in conjunction with the cultural biases and perceptions that influence the negotiation process. Students will apply their knowledge through a series of negotiation exercises, scenarios and case studies. Preparing for negotiation, selection of a strategy and objectives, and framing issues in the context of the culture will be a focus of practice. The dynamics of competitive (win-lose) and integrative (win-win) negotiations will also be explored.