TERM: Fall 04-05

COURSE #: INTL 460

SECTION: 61

COURSE NAME: INTERNATIONAL BUSINESS STRATEGY

INSTRUCTOR: DANIEL F. SPULBER

IS THERE A CASE PACKET? (Yes or No):YES

FIRST ASSIGNMENT: FIRST READINGS IN CASE PACK

IS ATTENDANCE AT FIRST CLASS MANDATORY? (Yes or No): No

1. TEXT - Required or Recommended?:

AUTHOR:

TITLE:

ED./DATE:

2. TEXT – Required or Recommended?:

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

TERM: Fall 04-05

COURSE #: INTL 460

SECTION: 81

COURSE NAME: INTERNATIONAL BUSINESS STRATEGY

INSTRUCTOR: DANIEL F. SPULBER

IS THERE A CASE PACKET? (Yes or No):YES

FIRST ASSIGNMENT: FIRST READINGS IN CASE PACK

IS ATTENDANCE AT FIRST CLASS MANDATORY? (Yes or No): Yes

1. TEXT - Required or Recommended?:

AUTHOR:

TITLE:

ED./DATE:

2. TEXT – Required or Recommended?:

AUTHOR:

PUBLISHER:

TITLE:

ED./DATE:

COURSE #: 474

SECTION: 61, 62

COURSE NAME: Cross-Cultural Negotiation

INSTRUCTOR: Jeanne Brett

CASEPACK: YES

FIRST ASSIGNMENT: Please see Brett faculty web page for sample syllabus and more detail about the course.  The dates for exercises are final.  Please check the course matrix before making spring travel plans.

Read all of Fisher, R., Ury, W., & Patton, B. Getting to Yes.  There will be a negotiation exercise the first day of class.

Attendance Policy: Students are expected to participate in all negotiation exercises.  One-on-one exercises are frequently scheduled outside of class, and can be negotiated at students’ convenience.  Group exercises involve a large number of people and cannot be rescheduled.  Negotiation exercise days are indicated in the syllabus.  Dates of in-class negotiations will not be changed once the syllabus has been posted on the web.

You may miss one negotiation exercise without penalty if you provide advance notice.  If you miss a second exercise, you will lose a letter grade.  If, in conjunction with any miss, you do not provide advance notice, you will lose a letter grade.  Being late to an exercise is equivalent to being absent.  Please make your travel plans accordingly.

Please let me know over break if for any reason you will miss the first class.  Otherwise I will not save your place if there is a waiting list.

1.  TEXT  --   REQUIRED:

AUTHOR: Fisher, Roger and William Ury

PUBLISHER: Penguin

TITLE: Getting to Yes: Negotiating Agreement Without Giving In

ED./DATE: 2001

2.  TEXT  --   REQUIRED:

AUTHOR: Brett, Jeanne

PUBLISHER: Jossey-Bass

TITLE: Negotiating Globally

ED./DATE: 2001