Negotiations

Aims of the course

Negotiations:
- Acquisition of the knowledge and frameworks necessary to for effective negotiation under competitive and collaborative setting.
- Developing capability for effective persuasion, detection of lies and deceits as well as other parties interests, values and biases.
- Understanding tricks, traps and ploys frequently used in negotiation and how to deal with them.

Cross-cultural communications:
- Acquisition of concepts and frameworks to understand differences and commonalities in interpersonal and business communications across various cultures.
- Enhance interpersonal and group communication effectiveness across cultures by examining verbal and non-verbal thought and communication patterns.
- Apply cross-cultural communication knowledge paradigms in order to capitalize on globalization of world markets, master the art of business protocol and develop multicultural management and marketing skills.
- Develop critical and creative thinking skills free of bias and stereotypes for problem solving and decision-making in culturally diverse business environments.

Course syllabus

The course is split into two parts: (1) negotiations and (2) cross-cultural communications.

Negotiations:
The purpose of the negotiation part of the course is to improve the understanding and capacity of participants to negotiate effectively under competing and collaborative arrangement.

Through two simulated negotiation games participants s deepen the understanding and build up the capacity for:
1. Claiming value in negotiation in competitive settings
2. Creating value in negotiation in collaborative settings
3. Negotiating rationally in an irrational world

The first component - claiming value in negotiation – is focused on how do I get the best possible deal for my side. It covers negotiation preparation, common negotiator mistakes, whether to make a first offer, responding to offers from the other party, structuring your initial offer, strategies for haggling effectively, and how to maximize not only your outcome, but also the satisfaction of both.

The second component - creating value in negotiation – builds around the finding that negotiators who focus only on claiming value reach worse outcomes than do those who cooperate with the other side to improve the deal for both parties. It covers strategies for value creation, a framework for negotiating efficient agreements, how and when to make concessions, how to learn about the other side’s real interests, and what to do after the deal is signed.

The third component- negotiating rationally in an irrational world – deals with strategies for overcoming own biases and for leveraging the biases of others as well as exploring when it is in your best interest to help the other side be less biased.

Cross-cultural communications:

The purpose of the second part of the class on cross-cultural communications is to enhance participants’ intercultural competences to efficiently interact with the multiplicity of cultures as they relate to management and marketing communications in the dynamic multicultural business environment.
Growing on foreign markets in a globalizing economy involves expanding corporate activities in a complex multicultural environment. More specifically, international managers must manage two different sources of cultural diversity, external and internal diversity. Within this managerial context, knowledge of cultural variations in communication can make international managers more effective when dealing with customers, suppliers, subordinates, colleagues and negotiation partners in foreign countries. It may also help decision makers react better to any ethical, political, social or economic issues that arise in the international operations of their companies.

The content focuses on the following themes and topics: 1. Conceptual framework of Cross-cultural Communications Management; 2. Understanding the Role of Culture (The meanings and dimensions of culture as they apply to human behavior and communication); 3. Cross-cultural models and processes; 4. Verbal and non-verbal communication thought and communication patterns
Through interactive class discussions, readings, in-class exercises and assignments, participants will gain expand their knowledge and build intercultural sensitivity competence and intercultural communication competence.

Course director(s)