GSCM 411
Global Business Negotiations
Marketing and Global Supply Chain
Marriott School of Business
Course Description
Developing an effective negotiation framework for cross-national/cultural negotiation techniques relative to business and other life situations.
When Taught
Winter
Grade Rule
Grade Rule 8: A, B, C, D, E, I (Standard grade rule)
Min
3
Fixed
3
Fixed
3
Fixed
0
Other Prerequisites
For Marriott School majors only.
Title
Conduct Negotiations
Learning Outcome
Conduct a negotiation in a cultural setting other than the US.
Title
Impromptu Negotiating
Learning Outcome
Conduct an impromptu negotiation.
Title
Understanding Concepts
Learning Outcome
Understand and apply concepts of BATNA, ZOPA, etc.
Title
Integrative Negotiating
Learning Outcome
Conduct a successful integrative negotiation.
Title
Negotiating Strategies
Learning Outcome
Use negotiating strategies to strengthen your position.
Title
Cultural Factors
Learning Outcome
Understand and apply cultural factors to specific cases.
