According to negotiation guru, George L. Karrass “In business as in life, you don’t get what you deserve, you get what you negotiate”. Whatever your future career will be: international businesswoman, sporting coach, diplomat or manager of a SBU, you will have to make deals with your partners, customers, board of directors or subordinates. These deals will probably be achieved through a negotiation process.
The objective of this graduate course is to give the future executives who will be involved in negotiating, namely at the international level, some insights about the negotiation process and to equip them with techniques such as BATNA, WAA, ZOPA to achieve win-win outcomes.
After a short review of the sales environment, this MSc in International Management course will describe negotiation strategies, and address the cultural idiosyncrasies influencing the deal making process. Cases and role-plays will illustrate some of the situations faced by international negotiators.