MGMT 6035 is also offered in Spring 2025
MGMT 6035 is also offered in Spring 2024
MGMT 6035 is also offered in Spring 2023
MGMT 6035 is also offered in Spring 2022
Spring 2023 | MGMT 6035 Section 050: Complex and Cross-Cultural Negotiations (57477)
- Instructor(s)
- Class Component:
- Lecture
- Credits:
- 2 Credits
- Grading Basis:
- A-F or Audit
- Instructor Consent:
- No Special Consent Required
- Instruction Mode:
- In Person
- Class Attributes:
Online Course
- Enrollment Requirements:
- Mgmt 6004, MBA or Management Sciences MBA student
- Meets With:
LAW 6626 Section 001
- Times and Locations:
Second Half of Term
UMTC, West Bank
Carlson School of Management L-114
UMTC, West Bank
Carlson School of Management L-114
UMTC, West Bank
Carlson School of Management L-114
- Enrollment Status:
Open (10 of 28 seats filled)
- 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: [MGMT 6004, MBA or Mgmt Sci MBA student] or instr consent
- 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.
- Who Should Take This Class?:
- MGMT 6035 is reserved for MBA students. If you are a non-MBA student seeking to take this course, fill out the petition form found at goo.gl/9Y9PR5. Additional information, including petition deadlines, can be found at http://carlsonschool.umn.edu/degrees/master-business-administration/part-time-mba/admissions/mba-course-petition-form
- 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/57477/1233
- Instructor Supplied Information Last Updated:
- 8 February 2017
ClassInfo Links - Spring 2023 Management Classes