International Business Negotiations

Prof. Chalom Schirman
Spring - 1 credit
 
Objectives of the Module:
 
• To give participants an understanding of major theoretical perspectives on the nature of effective negotiation
• To provide a framework for translating negotiation theory and research into effective practice
• To provide a range of illustrations of effective (and ineffective) negotiation practice drawn from the worlds of international business, international political decision making, interpersonal and inter-group relations
• To sharpen participants awareness of conflict and its settlement or resolution through a variety of means including negotiation and the intervention of third parties as mediators
Using a combination of lectures, role playing (simulations), structured interactive exercises, case analyses and class discussions, this Module introduces a pragmatic and effective approach to reaching agreement through negotiation. Since everyone negotiates and does so all the time it is possible to teach negotiation by taking skills that people already have - then improving upon these through systematic exploration of various themes and issues.