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COURSE NAME: "International Business Negotiations"
SEMESTER & YEAR: Fall 2023

INSTRUCTOR: Teresa Triglia
EMAIL: [email protected]
HOURS: MW 11:30 AM 12:45 PM
PREREQUISITES: Prerequisite: Junior Standing

This course aims to provide students with a theoretical and practical background to develop their personal skills to manage negotiations in multicultural environment. The course will explore leadership and communication approaches to effective negotiation management, and will highlight the role of innovation in achieving integrative, successful results. Students will have an opportunity to explore the meaning and practice of managing negotiations. During the course, they will review theory, analyze strategies, engage in practical exercises and acquaint themselves with the language, thought, and praxis of negotiations in the multicultural setting in which we live, learn and work. By studying the impact of the relations between their and others’ cultural narratives, the student will discover innovative paths, techniques, and strategies to lead negotiation processes in multicultural environments.

This course will use a combination of dynamic simulation/role playing, readings, videos, discussions, case studies, exercises and articles to develop effective approaches to conducting business and reaching agreement in an international negotiation.

The objectives of this course include:

1. Introducing students to the fundamental aspects of negotiation analysis and social behavior so that they can successfully craft and implement strategy;

2. Identifying the parameters and reference systems that guide the processes of negotiation in diverse multi-cultural environments, for use in the planning and development of the negotiation process;

3. Deepening students’ understanding of negotiation as a dynamic process in which the interests, walk-aways, and even values of the parties often evolve significantly; 

4. Sharpening students’ analytic and interpersonal skills in unstructured situations where one’s ability to learn, adapt, and persuade on the fly are essential for success; and

5. Challenging and expanding students’ thinking by offering models and metaphors from a range of fields and disciplines.


Students are expected to be able to demonstrate a practical understanding of negotiation techniques and apply the major theoretical approaches to the study of particular negotiation case studies. They will be better skilled with the basics of negotiating with groups or individuals from different cultural backgrounds. Students will develop an understanding of: how do we approach the problem, how should we prepare for the negotiation, what tactics are best implemented? Skills to manage presence and impact in a distinct international environment, and the ability to logically reason under pressure are also on the learning curve.


Class participation and attendanceThe course will be highly interactive. This grade will be based on the quality of the students preparation, analysis of assigned texts and contribution to the class discussion. Absences will directly affect this grade.5%
Assigned exercises and casesThe students will be assigned case studies throughout the semester and engage in live negotiation simulations. A Negotiation Planning Document will be prepared to participate in the simulations and submitted to the instructor. Preparation for the simulations will be the basis for grading credit.35%
MidtermClosed Book30%
FinalClosed Book30%

AWork of this quality directly addresses the question or problem raised and provides a coherent argument displaying an extensive knowledge of relevant information or content. This type of work demonstrates the ability to critically evaluate concepts and theory and has an element of novelty and originality. There is clear evidence of a significant amount of reading beyond that required for the cou
BThis is highly competent level of performance and directly addresses the question or problem raised.There is a demonstration of some ability to critically evaluatetheory and concepts and relate them to practice. Discussions reflect the student’s own arguments and are not simply a repetition of standard lecture andreference material. The work does not suffer from any major errors or omissions and provides evidence of reading beyond the required assignments.
CThis is an acceptable level of performance and provides answers that are clear but limited, reflecting the information offered in the lectures and reference readings.
DThis level of performances demonstrates that the student lacks a coherent grasp of the material.Important information is omitted and irrelevant points included.In effect, the student has barely done enough to persuade the instructor that s/he should not fail.
FThis work fails to show any knowledge or understanding of the issues raised in the question. Most of the material in the answer is irrelevant.

You cannot make-up a major exam (midterm or final) without the permission of the Dean’s Office. The Dean’s Office will grant such permission only when the absence was caused by a serious impediment, such as a documented illness, hospitalization or death in the immediate family (in which you must attend the funeral) or other situations of similar gravity. Absences due to other meaningful conflicts, such as job interviews, family celebrations, travel difficulties, student misunderstandings or personal convenience, will not be excused. Students who will be absent from a major exam must notify the Dean’s Office prior to that exam. Absences from class due to the observance of a religious holiday will normally be excused. Individual students who will have to miss class to observe a religious holiday should notify the instructor by the end of the Add/Drop period to make prior arrangements for making up any work that will be missed. 
As stated in the university catalog, any student who commits an act of academic dishonesty will receive a failing grade on the work in which the dishonesty occurred. In addition, acts of academic dishonesty, irrespective of the weight of the assignment, may result in the student receiving a failing grade in the course. Instances of academic dishonesty will be reported to the Dean of Academic Affairs. A student who is reported twice for academic dishonesty is subject to summary dismissal from the University. In such a case, the Academic Council will then make a recommendation to the President, who will make the final decision.
John Cabot University does not discriminate on the basis of disability or handicap. Students with approved accommodations must inform their professors at the beginning of the term. Please see the website for the complete policy.


The below schedule outline is subject to change.  Case studies and exercises will be assigned and reviewed within the various modules.

Introduction and Background


  • Types
  • Improving effectiveness
  • Nonverbal communication
Negotiation Basics
  • Getting To Yes
  • Analysis
  • Tactics
Preparation:  What To Do Before Negotiation
Key Concepts
  • BATNA: best alternative to a negotiated agreement
  • Reservation Price
  • ZOPA: zone of possible agreement
  • Negotiation Planning Document

Distributive Negotiation: Slicing The Pie

  • Pie slicing strategies
  • The power of fairness
Win-Win Negotiation: Expanding The Pie
  • What is it?
  • Most common errors
  • Effective pie-expanding strategies
  • Strategic framework for reaching integrative agreements
Establishing Trust And Building A Relationship
  • Trust as a bedrock
  • Reputation
  • Relationships in negotiation
Cross-Cultural Negotiation
  • Cultural values and negotiation norms
  • Key challenges
  • Advice for cross-cultural negotiations