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 restricted to students who have completed all lower-division pre-business core (major status in Business Administration — i.e. attained business status).