NBA 6830 - Negotiation 2: Advanced Negotiation for Global Leaders

Spring. 1.5 credits.

Prerequisite: NBA 6820.

Y. Chen.

The purpose of this course is to further the skills and knowledge you have acquired from Negotiation 1: Negotiation Essentials. The course is designed to provide an understanding and appreciation of complex and dynamic negotiations in today’s globally diverse business environment. In particular, you will be introduced to theories and processes of negotiation between people with very different assumptions and mindsets, such as negotiation between heads of offices in different national locations in the same organization, business executives working with their legal counsels to get a deal done, or managers working with their cross-border alliance partners. The course is designed to enhance the awareness of your assumptions and beliefs, and their impact on your dealing with different others. In addition, the course is designed to help students approach complex and often emotionally charged negotiations with confidence and resilience. Students will have the opportunity to develop skills and mindsets important to such negotiations experientially and gain insight into what works, what does not, and why.