This course is designed to give you a practical, hands-on opportunity to learn about negotiating in an international business context. Most people find that even if they have never formally studied negotiating, they have some skills, because negotiation is such an integral part of every day life. This course is designed to help you become aware of the negotiating skills you may already possess and applies a theoretical framework to that tacit knowledge. Strategies and techniques are presented that will help you to become a more sophisticated negotiator and enable you to face the wide variety of circumstances that might present themselves in the world of international business. Due to the international focus, the course contains an intercultural component that is designed to help you to understand the basics of how cultures differ, so that you can understand the differences in negotiating behavior from one cultural group to another. The cultural differences that exist within the classroom are also exploited for learning purposes.
- Professor: Nadene Gay Canning Wacker