Global Business Negotiations
Global Business Negotiations
Developing an effective negotiation framework for cross-national/cultural negotiation techniques relative to business and other life situations.
| Hours | 3.0 Credit, 3.0 Lecture, 0.0 Lab |
| Prerequisites | For Marriott School majors only. |
| Taught | Winter |
| Programs | Containing 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.