Global Business Strategy Seminar: Cross-Cultural Negotiations
Date and Time
Tuesday, August 26, 2014 – Tuesday, September 2, 2014 from 6 p.m. to 9 p.m.
San Diego, CA 92110
Seminar dates: August 26, 28 and Sept 2. All occur from 6-9 p.m.
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.
- 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