Cross-cultural negotiating is the process by which two or more parties from different nationalities, geographic regions, and cultural backgrounds come together to resolve issues of importance to them and structure an agreement of mutual benefit. The objective of this seminar is to present a comprehensive and effective framework for successful value-creating negotiations in an international setting. The seminar will also provide practical experience in preparing for and conducting international negotiations. 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 feedback.
Seminar Learning Objectives:
- Integrative value-based negotiations
- Negotiating styles and processes
- Mock negotiations
- Pertinent business strategies, such as:
- mergers & acquisitions
- contract negotiations
- business expansion
- Reciprocal concession-making
- Problem solving and creativity in negotiations
- Tactics and counter-tactics
Total Seminar Hours: 9
Dennis Zocco is a Professor of Finance and Investments at USD's School of Business Administration. Dr. Zocco holds a B.S. in Mathematics from Penn State University, an M.A. in Business and Economics, and a Ph.D. in Finance from Lehigh University. His prior business experience was as a Systems Engineer with the IBM Corporation and a consultant in the business and financial industries. Dr. Zocco's research has resulted in published articles in the fields of finance, investments, economics, and law. He is the author of INVESTOR, a comprehensive educational software system and textbook in the investment field that has been published and distributed by Southwestern Publishing Co. and adopted by over 300 colleges and universities worldwide.
Since joining USD, Dr. Zocco has taught courses in both the undergraduate and graduate programs, including those in Negotiations, New Venture Financing, Investments, Corporate and International Finance, and International Investments. He has also conducted professional development seminars and courses for San Diego-based businesses in the areas of finance, international investments, negotiations, software cost estimating, and financial modeling and profitability analysis. Dr. Zocco has taught international-based courses in Milan, Oxford, and Barcelona.
In 2003, Dr. Zocco was named the recipient of USD's University Professorship award in recognition of his sustained, exemplary contributions in the areas of research and teaching and, in 2007, was the recipient of the first annual "Professor of Impact" award, voted by the graduating masters students as the professor who made the greatest impact on them during their graduate program at USD.