IB6020: International Negotiation
4.5 Credits
Students negotiate an international merger
Required Texts:
a.
Jeffrey
Edmund Curry. A Short Course in
International Negotiating: Planning and Conducting International Commercial
Negotiations. World Trade Press, San Rafael, CA, 1999.
a. Ray Lewicki, et. al., Negotiation: Readings, Exercises and Cases. McGraw-Hill, Boston, 2003.
b.
Moxon ,R.W.
(1998) Foreign Investment Negotiations Simulation. Version 7.2
Participant Manual. Medina,
WA: Richard W. Moxon
Course Description:
This course is designed to provide
student with theoretical and practical applications of International Business
Negotiation that will provide a basis to develop their ability to conduct
negotiations successfully in a variety of international settings.
It will expose the students to a broad spectrum of business negotiation
issues and through practical application allow them to improve their negotiating
skills. The basic tenet of this
course is that the student will have both the analytical and interpersonal
skills necessary to conduct successful and effective negotiations.
This course offers a hands-on learning experience that will assist in the
development of negotiation skills. This
course will combine both theory, provided by lectures and written material, and
practical opportunities for the students to utilize their new knowledge through
the use of a realistic international business simulation that will require
intensive student involvement.
Course Outcomes:
On completion of this course, the student will understand:
1. How to realize inherent abilities to conduct successful (international) negotiations.
2. How to analyze various negotiation situations that arise in international negotiations.
3. Cultural variations of negotiating strategies and tactics.
4. How to map out a specific negotiation plan (strategy) with business persons regardless of country or situation.
5. When and how to change negotiating strategies and adopt new approaches.
6. How to develop an intellectual perception of the proper negotiation behavior to be truly successful in the international negotiation arena.