MBA 661
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Global Business Negotiations
Marriott School of Business
Course Description
Cross cultural/national negotiations, increasingly important in today's global marketplace, are unique-- beyond language and geographic distance. This course teaches a framework of how bargainer characteristics and situational factors influence negotiation processes, which impact negotiation outcomes.
When Taught
Fall
Min
3
Fixed/Max
3
Fixed
3
Fixed
0
Title
Improving Skills Through Practice
Learning Outcome
Develop and improve everyday negotiation skills by practice and reflection.
Title
Negotiating Skills
Learning Outcome
Develop and improve verbal and written case method and analytical skills related to global business negotiating.
Title
Personal Application
Learning Outcome
Recognize the pervasive nature and role of negotiations in one’s personal and professional life.
Title
International Negotiation
Learning Outcome
Increase sensitivity to cross-cultural and international negotiation, becoming facile with styles and processes in other countries.
