Negotiating for Value (section 2)

4330-502:
Discipline: Commerce
Instructor: Thomas-Hunt
Credits: 3
Day: C
Start: 1230
End: 1345
Field Work: Day 1 - Valetta - Monday, 29 July | Malta
Prerequisites: None Download Syllabus

This course will focus upon negotiation, the art and science of securing agreements between two or
more interdependent parties. We will deal with understanding the behavior of individuals, groups, and
organizations in the context of competitive situations. Additionally, we will consider the contextual
influence of culture on negotiations. The course is very experiential and considerable emphasis will be
placed on simulations, role plays, and video cases.

Field Work

Country: Malta
Day: 1 - Valetta - Monday, 29 July

July 29 (Valetta, Malta) Students will be briefed on ship about the day’s activities, expectations, and details about assignments. Students will then be transported to the University of Malta where they will attend a lecture on the role of negotiations throughout Maltese history, culminating with discussions of EU membership and the negotiations involved. This session will be followed by a session with representatives from MEDAC (Mediterranean Academy of Diplomatic Studies). Next students will travel to the Malta Business Bureau and then on to a local marketplace where students will spend time observing and negotiating with local vendors. Students will be expected to interact with the vendors, analyze the negotiation techniques used by the vendors, and also use negotiation techniques that they have learned in class with the vendors. Students will have time to discuss persuasion techniques used on them and that they used, the success of those techniques, and the difference between those techniques and those used in United States. Academic Objectives

  1. Learn about the role of negotiations in the history of Malta
  2. Learn about the Malta Business Bureau Negotiations with the EU
  3. Learn about modern diplomacy in the Mediterranean
  4. Have the opportunity to practice negotiation techniques in a real-world setting in a Maltese marketplace