Comparative Negotiation Strategies (CH 292)


This course is designed to develop negotiation skills in the international business context. It will apply theory to practice through the use of a variety of case simulations and problems. Students will learn to develop pre-negotiation, negotiation, and post-negotiation skills. Students will examine how to evaluate and negotiate opposing interests, and develop options for agreement. Critical thinking and communication skills will be emphasized throughout the course, and the course will take an active and hands-on approach to learning negotiation skills. Although we will explore several different cultures in the class (and their impact on business negotiations), the class will focus on understanding the cultural differences between the United States and China, and in particular, how these cultural differences can impact business negotiations. The goal of the course is provide students with concrete strategies to use in an international business context that will foster mutual understanding and success in business negotiations.


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