Instructor: Dr Wilson Ozuem
This course requires the application of cumulative knowledge of functional areas and international business to negotiation situations. It will introduce: current thinking and research on negotiating; exploring the different aspects of international negotiations, including planning, the effect of culture on negotiating styles, and managing the process. It will concentrate on developing international negotiating awareness and skills through the use of international negotiation exercises, simulations and cases. The focus will be on both the personal level (honing your own negotiating skills and awareness) and the corporate level (analyzing the factors that are important to companies in international negotiations, planning and implementing complex negotiations).
Available in Winter 2018 and Fall 2018.
PREREQUISITE This course is restricted to students enrolled in the 3rd or 4th year of the Commerce Program.
Negotiation as a process it is a social construct and one which draws heavily for its knowledge base on the domain of psychology. Negotiation is also an activity in which people have been engaged since the dawn of history and there is a body of empirical knowledge and a literature which covers every aspect.
‘International’ adds the dimension of national cultural difference as an overlay to the psychology of negotiation and leads to the study of, among other things, national stereotypes. Apart from providing welcome amusement, it provides insights which can help negotiators plan their strategy and avoid surprises.
The ‘business’ context is the rationale for including this course in the Commerce portfolio. It provides a rich source of case studies as well as relevant field study trips. The case studies we will analyze address issues such as intellectual property rights (IPR), joint ventures, acquisitions and international funding of major infrastructure projects.
By the end of the course students will be able to:
1. Use an analytic framework to improve understanding of negotiating situations, the tactics that are available and the situation specific tactics which will improve prospects of gaining a preferred outcome.
2. Explain the cross cultural issues in negotiation.
3. Demonstrate self-awareness of their own influencing style and role preference in negotiation situations.
4. Use conceptual framework of relevant knowledge and skills to enhance performance.
5. Reflect on the participation in a negotiation activity and evaluate their own performance.
Experiential learning opportunities
The ELO is to the London office of a major firm of international lawyers who specialize in raising finance for major infrastructure projects involving multiple funding sources. This, of course, involves wide ranging international negotiations with investors and links with learning objective 1 above. It will be assessed by means of the first assignment detailed below.
1500 word essay based on the first ELO - 35%
End of term exam - 55%
Participation - 10%