Cross Border Transactions, Deal Making and NegotiationThe purpose of this course is to understand cross-border transactions, involving decision making, negotiation and the building of trust within relationships. Decision making and judgments in general are susceptible to a variety of systematic deviations from what a rational choice theory would expect. This is further complicated when they are made across national and cultural boundaries. Similarly, negotiating relationships and sustaining them in a cross-cultural and cross-border context are made difficult by signals and cues that are not standardized. This course promises to help students understand and acquire skills needed to overcome challenges that arise in an international context. We will also explore transactions in a variety of contexts, ranging from private business to public policy contexts. Students will be given the opportunity to participate in negotiation simulations with partners from another nationality or cultural group.
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