California State University San Marcos
GLOBAL NEGOTIATIONS
MBA
Instructor:
Office:
Phone:
Email:
Office Hours:
Dr. Camille Schuster
CBA 355
760 750-4215
schuster@csusm.edu
Tuesday 3-4 p.m. and by appointment
Course Description: The course content focuses on the challenge of participating in
sales and negotiation processes in an international environment. Topics will include
Harvard Negotiation Project guidelines, variations in business practices across
countries, development of a repertoire of communication skills, and discussion of a
range of influence strategies.
Course Objectives: The purpose of this course is to explore the adaptation of Harvard
Negotiation Project techniques in the face of cultural diversity. Students will research,
explore, and practice strategies of adaptation in global negotiation processes. As a
result, students will not only better understand the process, but also become more
familiar with implementing adaptation strategies.
Student Learning Objectives: At the conclusion of the course students will be able to
Create Best Alternative to Negotiated Agreements (BATNAs) fulfilling all criteria
To create arguments from interests not positions
To identify negotiation strategies that fit the situation
To adapt to the other side (TOS) when negotiating
To adapt negotiation strategies to cultural differences
Course Format: Students will read the textbooks to develop a cognitive and theoretical
foundation of global negotiation processes. Students will also participate in role-playing
exercises. Critiques, in class activities, memos of strategy, negotiation activities and
exams are the vehicles for demonstrating an understanding of the fundamental
sales/negotiation process as well as strategies of adaptation.
Required Reading:
Getting to Yes by Roger Fisher, William Ury, and Bruce Patton
Global Business Practices: Adapting for Success (2006) by Camille Schuster
and Michael Copeland. Mason, OH: Thompson Publishing
FINS Participant Book by Richard Moxon
Course Requirements:
Assignments MUST be turned in by class time on the day they are due. One
letter grade will automatically be deducted for each day it is late.
NO makeup exams will be given unless you receive prior approval.
NO extra credit work will be allowed.
Attendance is encouraged because of the many in-class activities.
Each student MUST complete two peer evaluation forms or have 1 point
deducted from their grade for each evaluation that is missing. You will
receive whatever the group’s average is for you as a peer evaluation
grade. If the average is above 2.5, you will receive the group’s grade on
the assignment. Anyone receiving a 1.6 to 2.5 average will receive a
grade of D on the assignment. Anyone receiving a .5 to 1.5 average will
receive a grade of F on the assignment. Anyone receiving a 1 to .4
average will receive a 1 on the assignment.
The Academic Honesty policy of California State University San Marcos will be
enforced in this class.
Assignments:
Group Memo of Strategy (Best 1 at 20 points)
In-Class Negotiations (Best 1 at 20 points each)
Individual Memo of Strategy (Best 1 at 10 points)
Peer Evaluation (3 at 5 points each)
Final Negotiation Strategy Form (Group)
Final Negotiation In Class
Final Exam (Individual)
Total
20 points
20 points
10 points
15 points
20 points
30 points
20 points
________
135 points
Grading:
93% and above = A
90 % to 92.9% = A87% to 89.9% = B+
83% to 86.9% = B
80% to 82.9% = B77% 79.5% = C+
73% to 76.9% = C
70% to 72.9% = C60% 69.9% = D
Below 60% = F
Schedule*
Date
Topic
Assignment**
Course Overview, Theory of Negotiations
Role of Interests and BATNA
Role of Communication, International Dimensions
International Adaptation
Western Europe,
Mediterranean Europe
Research Day
Latin America
Russia, Eastern Europe, India
Japan and South Korea,
China,
Africa and Middle East
Final Preparation
Global Negotiation Activity
Global Negotiation Activity
Final Exam 11:30 a.m.
F,U&P
F,U&P
S&C
S&C
FINS
FINS
S&C
*Topics and assignments may change during the course of the semester due to
unforeseen circumstances. Verbal notification during any regularly scheduled class
meeting period will be considered sufficient notification to effect any changes in the
syllabus.
Withdrawal from the course will be according to state university policies.
IMIPORTANT REMINDER: Students are responsible for submitting their own work,
unless otherwise stated in class. Students who cooperate on oral or written
examinations or work without authorization share the responsibility for violation of
academic principles, and the students are subject to disciplinary action even when one
of the students is not enrolled in the course where the violation occurred.
**Students with disabilities who require academic accommodations must be approved
for services by providing appropriate and recent documentation to the Office of Disabled
Student Services (DSS). This office is located in Craven Hall 4300, and can be
contacted by phone at (760) 750-4905, or TDD (760) 750-4909. Students authorized by
DSS to receive accommodations should meet with me during my office hours or in a
more private setting in order to ensure your confidentiality.