Complex and Cross-Cultural Negotiations – 6626

This two-credit course cross-listed at the Law School and Carlson School of Management surveys theories and practices associated with multi-party negotiations in cross-cultural settings with a special emphasis on international business law and strategy issues. The course builds on foundational theories of “interest-based” negotiation to demonstrate how outcomes may vary with different negotiating rules, negotiating parties from different national and professional cultures, negotiations including political as well as business goals, and negotiations requiring the creation of multi-party coalitions. The course applies theories to international business negotiations associated with foreign direct investment in developing countries, cross-border mergers and acquisitions, threatened expropriation of business assets by host-country governments, and the valuation of state-owned enterprises up for privatization. The course emphasizes learning through class simulation and discussion followed by submission of written reflections on class activities and readings. The course meets three Fridays from 8am-5pm in the B Term (second half) of Spring Semester.