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.