Global Negotiations

Catalog description

This course provides students with theories, models, and especially skills required to negotiate effectively in a global environment. The course will consider various theories of cultural differences, emphasizing differences in values and communication styles. It will also cover basic notions of negotiations including strategies and tactics for both distributive and integrative bargaining situations. Negotiation situations will go from simple prisoner dilemma games to complex negotiations requiring coalitions. Students will engage in many negotiations with counterparts from their country, and with counterparts from different countries, and all will participate in critiquing the negotiations and providing feedback.