IB*623 - International Business Negotiation



(3 cr.) This course analyzes different forms of negotiations and related themes in an international context. Topics include negotiation process, communication, conflict resolution, value creation, value claiming, influence strategies, closing, and renegotiation. Special emphasis is placed on examining how culture affects negotiation. Negotiation behavior and styles of a few selected nationalities are also discussed. Prerequisite: MBA 660; Every Year, Spring and Summer

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