International Negotiation

3500-110:
Discipline: Semester at Sea Seminars
Instructor: Lituchy
Credits: 3



Field Work: Day 2 - Monday, 25 January | Japan Download Syllabus

This course examines the causes and consequences of conflicts and disputes and provides alternative strategies for negotiating and resolving conflicts. It utilizes lectures, videos, cases, and interactive exercises to convey concepts and theories. You’ll identify your negotiating strengths and the areas where you can improve. You’ll learn one-on-one and team-on-team negotiation skills, apply them in simulations and receive individualized feedback on your performance. You’ll also master the essentials of deal making within and between organizations, dispute resolution and negotiating in a global environment.

Cultural and International aspects of conflict and negotiation will be emphasized. The course will focus on voyage-relevant cases of in the countries we will visit.

Field Work

Country: Japan
Day: 2 - Monday, 25 January

We will travel to Tokyo for talk on international negotiations from a professor at Keio Univeristy and meet with students and business people. Students will learn about how culture and language affect negotiation behaviors and outcomes. In the afternoon, we will visit Morinaga and find out how they negotiate to sell their products internationally.

Academic Objectives:
1. Learn about Japanese culture and negotiation style
2. Examine how culture affects Negotiations behaviors and outcomes, Learn about Nemawashi
3. Understand the affect culture has on negotiating within country versus with outsiders; eg: Nemawashi vs Banana negotiations