International Business Negotiations

International Business Negotiations focuses mainly on deal-making in international contexts. Students will explore core negotiation concepts and are provided with bargaining tools, analytical capabilities, and practical skills to achieve greater deal-making effectiveness.

The class is predominantly experiential. We will have complex role-plays in international context on variety of business issues such as company acquisitions, strategic alliances, business development, and dispute resolution between business partners/colleagues.

The course is for all students who aim to pursue management or entrepreneurial careers in global context.

1. Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in international contexts
2. Develop strategic plans for negotiating in a variety of international contexts
3. Craft deals that create and claim maximum value for a long-term, sustainable basis
4. Handle complexities, such as dealing with cultural differences, conflict, multiple issues, parties, and changing environments in international negotiations
5. Build confidence in negotiation skills by understanding one’s own and the other parties’ strengths and weaknesses in negotiating across cultural boundaries

Therefore, the class is predominantly experiential. We will have complex role-plays in international context on variety of business issues such as company acquisitions and takeovers, entrepreneurial strategic alliances, and dispute resolution between business partners.

We will combine negotiation role-plays with readings and interactive lectures where we will debrief students’ experiences in each negotiation role-play to extract broader principles about effective deal-making in different international contexts. The course is sequenced in a way that cumulative knowledge can be applied and practiced.

Presentation (%40)

Written Paper (%45)