Cross-Cultural Negotiations


This course examines the key features of integrative and distributive negotiations, such as BATNAs, target points, anchoring, resistance points, and creating options. It also explores critically important methods of persuasion, how to use such methods effectively, and how to defend against them. We will focus on issues of leadership, ethics and trust, difficult people and circumstances, problem solving and creativity, multi-party negotiations, and team negotiations – and how these issues may be further complicated when negotiating in a cross-cultural context. The learning environment is interactive and experiential, and includes open discussion, negotiation simulations, the opportunity to analyze and evaluate disparate outcomes to the simulations, and direct instructor feedback.

Learning Objectives:

  • Demonstrate proper preparation for a negotiation
  • Recognize the effects of trust, reputation and relationship on negotiation
  • Prepare for nuances and complexities of multi-party and team negotiations
  • Recognize, apply, and defend against various methods of influence
  • Identify leadership opportunities and demonstrate leadership when negotiating
  • Apply problem solving skills and creative thinking towards cross-cultural negotiations

Total Seminar Hours: 9


C. BarkacsCraig Barkacs, J.D., M.B.A, began his long and close association with the University of San Diego when he arrived as a law student in August of 1978. Upon attaining his J.D./MBA, Professor Barkacs embarked on an exciting and illustrious career spanning the legal profession, the business world, and academia. As an attorney who often represented the underdog in high-profile civil and business litigation cases, he and his law partner wife, Linda, consistently achieved outstanding results litigating opposite some of the largest and most powerful law firms in the country. As an educator, Professor Barkacs has designed and taught numerous courses on negotiation, corporate social responsibility, ethics, law, and international business, and has published extensively in those disciplines. He has been very active in teaching in USD’s study abroad programs, and in the numerous graduate programs in the School of Business at the University of San Diego. In addition, he is often sought out by the media to provide commentary on business, legal, ethical, and political issues. As a way of connecting with the broader business community and as a way keeping his skills honed and relevant, Professor Barkacs and his wife are principals in The Barkacs Group (, a business consulting firm that provides negotiation and ethics training for the private sector.

Professor Barkacs has won many awards for his research and publications and has been awarded a prestigious University Professorship by USD for outstanding career achievement in teaching, scholarship and service (the highest award given to an actively teaching professor). The graduate business students at USD have, on numerous occasions, honored him as Professor of the Year.