Course Details

Course Number: 94-817

Negotiation: International Focus

Units: 12

Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course will cover the basic principles of negotiation and pay specific attention to the complexities that arise when negotiations take place across national boundaries. These complexities involve cross-cultural differences in beliefs and values, historical animosities, and linkages to negotiations with other countries, in addition to the standard complexities that arise in domestic negotiations.

Learning Objectives:

1. Review the analytical framework and concepts necessary to evaluate the complexity and dynamics of negotiation.
2. Attempt to balance the implicit tradeoffs of competition and cooperation inherent in most negotiations and to recognize more opportunities to negotiate.
3. Develop a conscience of the cultural difference in beliefs and values and their effects on the negotiation process.
4. Examine the factors that lead to the escalation of conflict and how to minimize them.
5. Have confidence in the ability to deal with the complexity associated with multiple parties, difficult issues, and the historical context.


Linda C. Babcock