International Negotiations (MNG173)

Aims of the course

Professional success, in any context, requires agreement and collaboration with other people. While this is true for any type of transaction anywhere, it is even truer when the people who interact in order to reach an agreement are from different cultures. As a matter of fact, because of a faster and more intense globalization, the ability of reaching agreements, effectively collaborate, and resolve conflicts within a multicultural context, is more and more needed today. Organizations of any industry and sector, today, consist of staff from the four corners of the world. For example, colleagues work in multi- cultural teams either in the same office or across borders. Part of their success depends on how well they know how to negotiate. These negotiations are very peculiar because they include more variables, an incredibly variety of contexts, and involve complex cross-cultural dynamics. International negotiations, indeed, require a different series of frameworks that have be to be mastered in order to succeed in the global arena. Negotiating internationally requires intercultural awareness, effective cross cultural communication skills, and specific techniques. Some of the concepts covered in this course are: basic principles of international negotiations, negotiation styles, cultural differences, values and etiquettes, cross-cultural dynamics, conflict analysis and resolution.

Learning outcomes

  • Introducing students to the core concepts, principles, models, and strategies of negotiating internationally, with elements of cross-cultural negotiation and cultural mediation.
  • Understanding the human interaction at the bottom of any international transaction.
  • Becoming aware of the cross-cultural variables of international negotiations.
  • Understanding the basic cross-cultural frameworks to reach agreements.
  • Practicing some of the techniques used in international negotiations.
  • Learning some of the most typical and challenging scenarios where it required to negotiate.
  • Understanding how to make and promote peace across cultures through negotiation and mediation.
  • Explain the relevance of modern international negotiation frameworks, tactics, and their applications to different work, business, and life situations. Understading how to balance soft and hard skills in negotiation.