Marketing and Global Supply Chain
 

Global Business Negotiations

Global Business Negotiations
Developing an effective negotiation framework for cross-national/cultural negotiation techniques relative to business and other life situations.
GSCM
411
 Hours3.0 Credit, 3.0 Lecture, 0.0 Lab
 PrerequisitesFor Marriott School majors only.
 TaughtWinter
 ProgramsContaining GSCM 411
Course Outcomes: 

Understanding Concepts

Understand and apply concepts of BATNA, ZOPA, etc.

Cultural Factors

Understand and apply cultural factors to specific cases.

Conduct Negotiations

Conduct a negotiation in a cultural setting other than the US.

Negotiating Strategies

Use negotiating strategies to strengthen your position.

Integrative Negotiating

Conduct a successful integrative negotiation.

Impromptu Negotiating

Conduct an impromptu negotiation.