Negotiating Globally [CRN 81255]

Discipline: Management
Instructor: Fowler
Credits: 3
Day: A
Start: 1400
End: 1520
Field Work: Day 1 | October 25, 2018 | India
Prerequisites: One (1) upper-division management course OR must be an international studies major OR permission of instructor Download Syllabus

People around the globe confront a host of contentious problems whose substance is often further complicated by cross-cultural difficulties. Some of these issues are social; others are oriented toward business, politics, or diplomacy. Certain conflicts are long-lived and deep-rooted; others burst into prominence as sudden crises. At the same time people also confront a host of opportunities to increase prosperity, happiness, peace, and other social goods. This active-learning course explores the theory and practice of negotiation. Students will negotiate and then analyze realistic hypothetical cases, supplied by the Harvard Program on Negotiation, that place them in diverse scenarios and that contain important lessons about effective negotiation. The simulations require students to learn and practice an array of practical negotiation skills. The course challenges students to improve their practical abilities to negotiate differences, while assimilating ideas to create their own theories of how best to negotiate in different contexts. The course will equip students with the skills and ideas needed to assess and handle, more effectively, peacefully, and expeditiously the many disputes and opportunities that will arise both on their Semester at Sea voyage and in their future lives and careers.

Field Work

Country: India
Day: 1
Date: October 25, 2018

For our Field Class during the Cochin, India Port Stop students will travel to the National University for Advanced Legal Studies to negotiate a business simulation involving a Texas-based power company actively investing in emerging markets. The Government of India has approached the company to see if it would be interested in building an electrical generating plant to increase the supply of electric power in the state of Maharashtra, one of India’s most developed. However, both legal and political complications have arisen, and the Company’s Chief Executive Officer must decide what to do after receiving conflicting advice from five associates. The simulation, provided by the Harvard Program on Negotiation, will give students a chance to see an Indian university, meet with a faculty member and students there, and learn about foreign investment conditions in the country of India. Lunch at the University will be included. The students’ participation in the Field Class will then be reflected in a written-work assignment to be completed after returning to the ship.

Learning Objectives:
1. To undertake a lengthy simulation involving business in the United States and India that features cross-cultural dynamics.
2. To put into practice various of the principles of negotiation taught in class, while working with a faculty member and/or students from an Indian university.
3. To gain a better understanding of the challenges of negotiating an international investment deal in an emerging market where standard American contracting practices may not work effectively and in which future political change is a possible case of contractual instability.