Spring 2016  |  MGMT 6035 Section 050: Complex and Cross-Cultural Negotiations (53577)

Instructor(s)
Class Component:
Lecture
Credits:
2 Credits
Grading Basis:
A-F or Audit
Instructor Consent:
No Special Consent Required
Instruction Mode:
In Person Term Based
Meets With:
LAW 6626 Section 001
Times and Locations:
Second Half of Term
 
03/25/2016
Fri 08:00AM - 05:00PM
UMTC, West Bank
Carlson School of Management 2-213
 
04/08/2016
Fri 08:00AM - 05:00PM
UMTC, West Bank
Carlson School of Management 2-213
 
04/22/2016
Fri 08:00AM - 05:00PM
UMTC, West Bank
Carlson School of Management 2-213
Also Offered:
Course Catalog Description:
Principles, role play of multi-party/-issue, team-based negotiations/conflicts. How to structure ambiguous situations, bridge national/organizational cultures (e.g., alliances, mergers), functions (R&D, finance), and institutional contexts (regulators, interest groups). prereq: [6004, MBA student] or instr consent
Class Notes:
prerequisite is MGMT 6004 or Instructor Consent. This class meets three Fridays: 8am-5pm, March 25, April 8 and April 22 ONLY.
Class Description:
Effective negotiation is quintessential to business success. We tend to think of negotiations in domestic and dyadic settings where the two actors are firms motivated by commercial aims. But really ?big deals? are often more complex. They cross cultural and political borders. They involve many actors, some of whom are not motivated by commercial aims. This course helps you analyze and exploit these dimensions in high-stakes settings. Learn how ?interest-based? versus ?positional? bargaining strategies fare in dyadic versus multi-player settings. Play the role of a foreign firm negotiating the terms of a multi-year, multi-million dollar investment with a host-country government vulnerable to ouster at the next election. Learn how to translate the commercial aims of business into dimensions attractive to investors, employees, regulators and other stakeholders vital to the long-term success of an investment project. Come away with fundamental principles and tactics for getting complex deals negotiated successfully and serving your firm as a valued corporate diplomat in the global economy.
Grading:
Other Grading Information: Two 2-3 page answers to class discussion questions (2 x 10% = 20%); three 5-6 page reflection papers on previous class case simulation role-playing and discussion (3 x 20% = 60%); class attendance and participation (20%).
Class Format:
30% Lecture
70% Discussion
Workload:
200 Pages Reading Per Week
Textbooks:
https://bookstores.umn.edu/course-lookup/53577/1163
Instructor Supplied Information Last Updated:
26 November 2012

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