-
-
- Transfer Credit
- Online Learning
- Events
- Career Services
- Custom Programs
-
-
-
- Academic Services
- Course and Program Information
- Student Aid
-
-
-
Berkeley Global
The central aspect of international business involves negotiation: the establishment of terms under which a business transaction will take place. Negotiation involves techniques, procedural steps, tactics and strategy, as well as an understanding of power and influence. International negotiation also involves the role of culture because it impacts how negotiations are conducted and what behaviors are and are not acceptable. Gain an understanding of the negotiation process and your personal and cultural approach to being a negotiator. Learn and practice through real-life situations.
Course Outline
Expand or collapse section
Course Objectives
- Understand the role of negotiation in international business practice
- Discover how differences in international cultures impact negotiations
- Appreciate the difference between win-win and win-lose negotiation positions
- Analyze your personal and cultural negotiation style
- Achieve familiarity and mastery of basic concepts in international negotiation
- Understand and provide the proper management response to a variety of negotiating conditions
- Develop and revise a negotiation plan in light of changing business realities
- Identify the difference between buyer and seller strategies
- Apply a variety of negotiation strategies and tactics
- Summarize your experience in a variety of negotiation simulations
- Report a higher level of self-confidence in conducting negotiations
Course content subject to change.
Loading...
Sections
Summer 2024 enrollment opens on March 18!