International Strategic Negotiation

Course Description

The 21st Century is a time of International Exchange. Successful countries and businesses, in order to broaden their participation in the worldwide exportable supply, must possess great negotiation skills. For this reason, professionals must be aware of and analyze the external and internal differences and factors that must be taken into consideration so that these businesses are successful.
The course content combines theoretical and practical aspects to know the basic criteria of how to do business in international markets.
The course has four parts. In the first part, there will be an introduction to the study of international business. In the second part, negotiation will be applied in the international arena, considering all its stages up until contracting. The third part will be the analysis of different countries' economic and political factors, and how those influence the process of negotiation.
The final part of the course has an original characteristic, because we will study the profiles of international negotiators as well as the behavior of Colombian negotiators. It is the study of the cultural factor which is key in international negotiations. A final project will be a simulation of a sustainable business in the long term.
The entire theoretic scheme is submitted to the practical by the way of case studies, which will permit the student to carry out and analyze concrete situations.

Justification 
The global economy of the 21st Century demands us to establish the basis upon which international business towards or from Colombia is successful. We must form professionals that understand and manage all the basic contractual concepts, and also analysethe political, economic, cultural, legal, financial and marketing concepts of each negotiating country, in order to minimize errors and to develop tolerance and respect towards diversity. We should develop the country toward abroad and from abroad, receiving and making foreign investments, driving our national commerce and industry, and becoming more competitive.

Competencies to be develop 
Institutional competences: 
-Research thinking
-Competence of systematic thinking.
-Competence of critical thinking.
Generic Competences:
-Capability to communicate in English as a second language
-Ability to work in international fields.
-Value and respect for diversity and multiculturalism.
Professional Competences:
-To situate the students in the context of international business, how is it carried out, and the analysis of factors that must be taken into consideration at the moment of realizing the different types of businesses with people from different cultures.
-Develop skills to implement the different international strategies of production, control, collaboration, and logistic
-Formulate projects based on international business development strategies.

General Objetvice of the course
This course will be oriented to: This course provides the student with the theoretical fundamentals of the international environment, in which international business takes place, considering the accelerated global development of society in the new millennium. In this way, the student will be able to confront the challenge of handling business with other cultures, which is one of the relevant points in international business.

Assessment