Syllabus for Introduction to Int

Syllabus for Introduction to International Negotiations (2IBBA)

The purpose of this course is to introduce you to the basic ideas in business negotiations and apply those in an international context. Therefore the course will include some material on conflict management, interest based negotiating, creating and claiming value through negotiations, game theory and the role of the cultural context in negotiations.

We will meet for sixteen sessions at ninety minutes each over six different days. The classes will include class exercises, games/simulations, student presentations, small group discussions and decision making and some lectures. Class attendance is a critical part of the learning experience. What you gain in class cannot be learned from a book or notes.

All material is available on-line through this web site. In order to come to class you must have downloaded the material for the daily sessions. It is your responsibility to do this for every class session. Failure to have this at the beginning of the session means you will not be allowed to attend the session and hence get no credit for the class that session.

Day	Date	Time	Content	Session
Monday	5.15	10:00 - 11.30	Introduction, game	1
		12.00 - 13.30	Theory and terms	2
		14.00 - 15.30	Issues, Positions and Interests	3
Wednesday	5.17	8-9:30	Getting to Yes	4
		10:00 - 11:30	Getting to Yes	5
Friday	5.19	10.00 - 11.30	Guest speaker	6
		12.00 - 13.30	Creating Values	7
		14.00 - 15.30	The Pakistani Prunes Case	8
Monday	5.22	10.00 - 11.30	Case Study	9
		12.00 - 13.30	Case Study	10
		14.00 - 15.30	Case Study	11
Wednesday	5.24	8:00-9:30	Country Groups	12
		10:00 - 11:30	Country Groups	13
Monday	5.29	10:00 - 11.30	Country Groups	14
		12.00 - 13.30	Summary	15
		14.00 - 15.30	Final exam	16

Session Downloads (please note, due to a last minute change in scheduling, the dates/times on the Powerpoint Shows do not match the schedule above. The schedule above is correct.)

For the Powerpoint slideshows, once it comes up on screen, go to "print", then to 'print what' choose "handouts" from drop down menu, then under color, "pure black and white" and finally under 'handouts - slides per page' pick "3". This you should bring to class as it will give you the class notes for the session.

1 Introduction and in class game

2 Two downloads a) Glossary of terms b) Terms in Depth

3 Issues, Positions and Interests

4 Getting to Yes

5 Getting to Yes

6 Guest Speaker

7 Creating and Claiming Value

8 The Pakastani Prunes Case

9 Case Study: The Used Car Negotiation

10 Role play a negotiation for a starting salary. Download the following

1) Preparing for the negotiation: http://www.elearning.hbsp.org/businesstools/downloads/ng01_p.rtf

2) Understanding your BATNA: http://www.elearning.hbsp.org/businesstools/downloads/ng02_p.rtf