Cross-Cultural Negotiation and Conflict Management

Catalog description

Negotiation is both an art and a science—a dynamic process of securing agreements between two or more interdependent parties who are seeking to maximize their outcomes. While negotiation can be challenging in any context, cross-cultural negotiation adds a distinctive layer of complexity. Cultural differences shape not only the strategic approaches parties bring to the table but also the underlying assumptions, communication styles, and expectations about what constitutes fairness, trust, and success. A negotiator who fails to account for these cultural dimensions risks misunderstanding or suboptimal agreements. Conversely, a culturally sensitive negotiator can leverage these differences to create innovative and mutually beneficial outcomes. This course immerses students in the practice of negotiation through weekly simulations, role-plays, and case discussions. Students will learn by doing—testing strategies in live exercises, experimenting with different approaches, and reflecting on outcomes in structured debriefs.