GBM 427 - Cross-cultural Negotiating and Global Business

Units: 2

Utilizes skill-building exercises and assessment tools to improve students’ negotiating and conflict management skills when negotiating globally. Emphasizes achieving win-win solutions to individual, team, and organizational problems. Subjects include: distributive and integrative bargaining, power and influence, communication and persuasion, ethics in negotiation, breakdowns and difficult negotiations, mediating conflicts, and international negotiations. Pedagogical techniques include cross-national negotiation videos, surveys identifying each student’s negotiation style, negotiating in dyads, one two-hour negotiating exercise, and business case studies involving many different nations. May not be taken for credit by students who have received credit for GBM 482 C. Enrollment Restrictions: Enrollment restricted to students who have completed all lower-division pre-business core (major status in Business Administration — i.e. attained business status).