Comparative Negotiations in Intl Business (CH 293)


Lawyers negotiate in international business transactions all the time but they rarely have the opportunity to practice these skills before they begin using them at the negotiating table. In this course, American and Chinese law students will have the opportunity to improve upon their negotiating skills and approaches and, perhaps more importantly, learn to use different skills and approaches that may be more suitable for international business transactions between the U.S. and China. This class will consist of brief lectures, large and small group discussions, demonstrations/observations, and simulations and exercises. Students will examine how to manage conflicts, evaluate opposing interests, develop options for agreement, and appreciate the differences between Western and Eastern negotiating styles.


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