MG 5740 - Intercultural Negotiation and Conflict Management

In today’s dynamic, global business environment, leaders create and foster their business operations by their successful negotiations and their long-term relationships. These relationships can break down due to ineffective negotiating behavior, conflict management, and cultural insensitivities. Failures can also result from misunderstandings and misperceptions about the other parties’ positions and interests. Leaders often use the same methods of negotiation in personal, professional, and political worlds. Students will study the theory, processes, and practices of negotiation, conflict resolution, and relationship management to help develop more effective negotiations, increase cross-cultural communication, and crisis management in a variety of situations. Successful leaders utilize and apply a combination of perceptual, persuasive, analytical, and interpersonal skills. Students will explore individual preferences and what motivates them while balancing power, political influence, and critical issues in how people communicate and interact within a global context. (Pre-requisites: MG 5140 ) Credits: 4