Cross-cultural Negotiation and Dispute Resolution

Cross-cultural Negotiation and Dispute Resolution --- The ability to negotiate effectively is essential to business success, especially in a global economy. This course emphasizes negotiation strategies and skills that enable managers, functional specialists (for example, in finance, marketing and accounting), consultants, entrepreneurs and others to create and claim value in a manner that enhances long-term business relationships. Among the specific topics in the course are legal and ethical frameworks for negotiation, psychological tools that enhance negotiation effectiveness, and negotiations strategies for dispute resolution (including the use of third-party processes such as mediation and arbitration in resolving business disputes). This course includes a travel component over spring break to Prague, where we will engage in cross-cultural negotiation simulations with students at Prague University of Economics and Business. Admission is by application only and enrollment is strictly limited. Applications are due by late September and will be available on M-Compass. Please contact the instructor with any questions.