Formation/Cours

• Understand the influence of culture on negotiation and gain a broad intellectual understanding of the strategic approaches across cultures.
• Learn to develop a strategic plan for negotiation that takes cultural differences into account. Many important phenomena in negotiation, e.g., interests, power, fairness have different interpretations in different cultures.
• Develop confidence in their skills to negotiate deals and resolve disputes in cross-cultural settings.
• Improve the analytical abilities for understanding the behavior of individuals, groups, and organizations in cross-cultural settings.
• Develop a toolkit of global negotiation skills, strategies, and approaches.

The contents are focused on how culture influences negotiation strategy. The goal of this course is to prepare students to manage successful international business, most of the advice is research based. It benefits from the cultural diversity in the classroom to illustrate how cultural assumptions influence deal making, dispute resolution and multiparty negotiation strategy.
The course is based on experiential exercises (simulations) and debriefings. Each exercise helps students develop their analytic, strategic, and negotiating skills in the cross-cultural setting. In the debriefings, we analyse the results of the negotiations and discuss strategies that worked and strategies that didn’t. The course offers an opportunity, not available in the real world, to see both the other side’s outcome and the outcomes of others who negotiated the same facts. Thus, the course provides an unparalleled opportunity for learning.