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 analysethe 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 dobusiness 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, consideringallits 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 behaviourof 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 casestudies, which will permit the student to carry out and analyseconcrete 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.

General Objective of the Course

This course provides the student with the theoretical fundamentals of the international environment, in which international business takes place, consideringthe 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.

Assesssment