Global and Cross Cultural Negotiation

This course focuses on general negotiation principles and techniques, and then applies these concepts specifically to inter-cultural situations. A discussion of the meaning of culture and the ways in which various cultures differs anchors the course.


Prof. Miguel Unzueta

Prof. Miguel Unzueta


Miguel Unzueta is an Associate Professor of Management and Organizations at UCLA Anderson School of Management. His research explores how people understand their position within social and interpersonal hierarchies and the impact this understanding has on their perceptions of self, others, and group-based inequality.

Professor Unzueta teaches the core organizational behavior course for full-time MBA students (@MGMT 409). In 2010, he was awarded the George Robbins Assistant Professor Teaching Award.  More recently, he was selected by Poets & Quants as one of the best 40 business school professors under age 40.

Professor Unzueta is currently serving on the editorial board of Aztlán: A Journal of Chicano Studies and is a member of the Riordan Programs’ advisory board.

Course Learning Objectives:

By the end of this course, you will be able to:

  • Analyze a specific interest to generate a list of possible positions that could satisfy the negotiator’s needs.
  • Examine a stalled negotiation between members of different cultures to develop recommendations for restarting the discussion and moving it in a positive direction.


Module Components:

Video Lectures:

  • Building and Managing Positions and Interests
  • Cross-Cultural Negotiations


  • Cross-Cultural Communication and Negotiation
  • Mapping Cultures-Strategies for Effective Intercultural Negotiations

Case Study:

  • Case Study: Marrilae as a Future Global Leader (Continued – Part 7)


  • Global and Cross Cultural Negotiation


Please email [email protected] for any support required with respect to the program, course or platform.