Cross-cultural Negotiation

Negotiation is the art and science of securing agreements between two or more parties who are
interdependent and who are seeking to maximize their outcomes. The purpose of this course is to provide an understanding of the theory and processes of negotiation as it is practiced in a variety of managerial settings including cross-cultural context. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers in diverse careers, such as consulting, banking, marketing, technology management, consulting, and entrepreneurship. In this graduate-level course, the particular emphasis would also be made to apply the framework to organizational level phenomena such as alliance formation, M&A activities, and interfirm bargaining. The following is a list of some of the course objectives:

- To gain a broad intellectual understanding of a set of the central concepts of negotiation. These
concepts will be building blocks from which we can systematically understand and evaluate a
negotiation process.
- To develop confidence in handling the negotiation process as an effective means of resolving
conflict in organizations.
- To provide an interdisciplinary perspective on contemporary issues in strategic management
that involves inter-firm dynamics, ultimately serving as micro-level origins of strategic processes.

Faculty: Prof. Teresa Cho

Course Date & Time

March 15 - April 9, 2021
Mondays & Wednesdays, 2:00 - 6:00 p.m. (Korea Standard Time); 8 four-hour classes