Vandra Lee Huber
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.
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.
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