IB*623 - International Business Negotiation



(3 cr.) This course analyzes different forms of negotiations and related themes in an international context. Topics include the 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 also are discussed. Prerequisite: MBA 660; Every Year, Spring and Summer

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