International Business Negotiations - B

International Business Negotiations focuses mainly on deal-making in international contexts. Students will explore core negotiation concepts and are provided with bargaining tools, analytical capabilities, and practical skills to achieve greater deal-making effectiveness.

The class is predominantly experiential, providing students with an opportunity to develop their skills by participating in negotiation role-plays and integrating their experiences with the principles presented in the assigned readings and module discussions. The course is for all students who aim to pursue management or entrepreneurial careers in a global context.

The module has five major parts, adding more complexity as we proceed in the module:

1) Single-Issue, Two-Party Negotiations

2) Multiple Issues, Two-Party Negotiations

3) Multi-Party Negotiations

4) Conflict Resolution

5) Cross-Cultural Negotiations

The negotiation role-plays will treat a variety of situations(e.g., company acquisitions, employment and salary, multi-stakeholder business development and resolving conflicts between business partners/managers)and will provide students with an opportunity to attempt strategies and tactics in a low-risk environment and learn about themselves and build their confidence.

• Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in international contexts

• Develop strategic plans for negotiating in a variety of international contexts

• Craft deals that create and claim maximum value for a long-term, sustainable basis

• Handle complexities, such as dealing with cultural differences, conflict, multiple issues and parties in international negotiations

• Build confidence in negotiation skills by understanding one’s own and the other parties’ strengths and weaknesses in negotiating across cultural boundaries

We will combine negotiation role-plays with readings and interactive lectures where we will debrief students’ experiences in each negotiation role-play to extract broader principles about effective deal-making in different international contexts. The course is sequenced in a way that cumulative knowledge can be applied and practiced.

Presentation (%40)

Written Paper (%45)