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Instructor Class Description

Time Schedule:

Vandra Lee Huber
MGMT 549
Seattle Campus

Dealmaking in the Global Arena

For students who expect to engage in significant international business negotiations. Includes deal-structuring skills needed in a range of cross-border transactions and relationships. Individual segments develop broad analytical themes, cross-cultural dimensions, and distinctive national approaches to corporate governance and their impact on negotiating strategy. Prerequisite: MGMT 547.

Class description

Globalization has placed new demands on business executives, one of the most important of which is the ability to negotiate deals around the world. In this class, students will: 1. Understand the barriers to global deal making 2. Learn strategies to attack these barriers 3. Have the opportunity to develop global deal making skills experientially 4. Analyze global deals using a structured process

Student learning goals

General method of instruction

While the class will include lectures and class discussions, the core of the course is a series of negotiation exercises.

Recommended preparation

Basic course in negotiations/deal making. International experience in business a plus

Class assignments and grading

Experiential role plays involving international negotiations. Students MUST attend all class sessions and participate in ALL roleplays to receive credit in the course. No exceptions

Dates of the class are Saturday, April 2, Friday, April 9 and Saturday, April 10 (half day)

Grading is based on a learning contract in which the student selectes the grade level he or she is seeking and completes requirements for that grade level. 1. Written negotiation analysis paper on an international deal 2. Global Deal Preparation Report and/or Debriefing Reporit 4. Presentation on a Global Deal (Group Presentation) 5. Learning Principles examination 3. Class participation


The information above is intended to be helpful in choosing courses. Because the instructor may further develop his/her plans for this course, its characteristics are subject to change without notice. In most cases, the official course syllabus will be distributed on the first day of class.
Additional Information
Last Update by Vandra Lee Huber
Date: 03/08/2005