Cross-Cultural Negotiations and Conflict Resolution

Course NameCross-Cultural Negotiations and Conflict Resolution
Course CodeLEG252
DescriptionAs a university with over 70 nationalities represented, we at AAU fully understand that cultural differences are significant and that they affect how we interact with others in all walks of life, and the law is no different. One place in which cultural challenges are particularly striking and awareness can be critical is through negotiations and dispute resolution. This course will help students to understand how culture can play a role in negotiations, including how to be aware of nuances and differences. Students will hone their ability to appropriately and effectively anticipate and react to different approaches and maintain negotiation flexibility. This course will review a few different negotiation styles for various geographic regions and cultures, particularly in North American, Europe, the Middle East, Africa and Asia. But moreso, the students will learn how to research and implement their findings regarding the country and region of the person/party they are dealing with. Students will engage in a variety of simulated negotiations based on real facts. These negotiations will range from initial commercial arrangements, such as salary negotiations, to complex negotiations aimed at resolving disputes. Students seeking to work in a variety of fields, including beyond law, will benefit from this practical course. As a law support course, this course will be heavily based on in-class discussions, exercises and simulations. As such, outside work and research will be kept to a minimum.
Learning OutcomesUpon completion of this course, students should be able to:
– Understand basics of successful negotiation;
– Determine the appropriate negotiation tactics, methods and etiquette in different contexts and scenarios;
– Engage in different roles used in various negotiations (negotiator, mediators, etc.);
– Identify variations in approaches to discussions and negotiations in various cultures;
– Effectively engage in negotiations and discussions with individuals and groups from various cultures; – Understand the priorities underlying dispute resolution that often exist in different cultures;
– Utilize learned understanding and knowledge of different cultural approaches to negotiations and dispute resolution in order to advance one’s position in negotiations, while maintaining good working relationships with other parties;
– Implement appropriate etiquette in various situations while engaging with individuals from different cultures.
SchoolJohn H. Carey II School of Law
Number of credits (US / ECTS)3 US / 6 ECTS