Global Business and Negotiation


First Semester Credits Second Semester Credits
Methods and Theory in Global and International Studies 6 Multiculturalism in the Contemporary World 6
Critical Thinking and Problem Solving 6 Global Security 6
History of International Relations 6 Conflict Assessment, Prevention and Management 6
Global Migration 6 Global Finances 6
Negotiation: Theory and Practice 6 International Organizations and Trade 6
Third Semester Credits Fourth Semester Credits
Internships, Professional Experience, and Job Searches 3 Master Thesis 24
Global Health, Energy and Environment 9 Global and International Studies Research Colloquium 3
International Project Management 3 Tutorial (Meetings with Advisors) 6
International Business and Competitiveness 6 Internship or Fieldwork (optional)
World Public Opinion 6

Courses and workshops are taught in English. Instruction is offered in residence only for the first two semesters. The third and fourth semester are offered as a mix of online and in residence. 

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The private sector has continued to play a significant role within all aspects of international affairs, interacting with governmental and non-governmental actors. The Masters in Global and International Studies with a concentration in Business and Negotiation will provide students with a unique opportunity to combine a business education and training in international negotiation with political and economic coursework, research methods, and cross-cultural proficiencies. The Masters offers access to courses offered by the School of Finances  and the School of Economics at the University of Salamanca. Training n accounting, international marketing, corporate finance, and business operations is also offered. Students are enabled to use the tools from the fields of International Relations and Global Studies to develop skills in International Negotiation in relation to business and finances.

Through an integrated learning experience, the aim of the Masters is to produce a new breed of professionals who are fluent in the global languages of business, negotiation, politics, economics, and culture. This fluency and the associated analytical capacity should allow graduates to pursue careers in the private and public sectors, non-profits, and academia, and allow them to freely move between those sectors as their careers evolve. They will learn to think critically and plan negotiations strategies that best suit different kinds of international issues and problems in relation to business and global trade, are able to understand corporate ethics and social responsibility and how political and economic environments have made these strategic concerns of the global firm. The curricula offers a mix of practicums and theoretical courses. It prepares its graduates to work successfully in any modern organization, whether geared to business or public/social service. Unlike the traditional Master’s in Business Administration, the PIMN does not attempt to address all conceivable aspects of the typical for-profit enterprise. It includes an emphasis in the administration of not-for-profit organizations, and focuses on the core disciplines of every modern organization plus the single most important skill demanded by senior managers in all modern organizations: negotiation. These aspects are taught by comparatively few traditional MBA programs.

Core disciplines that every manager must master are: Finance, Marketing and Advertising, Human Resources, and Negotiation. The first two of these are invariably major components in the curriculum of every school of business in the world. The third, Human Resources, is likely to comprise a comparatively minor portion of the typical business school’s curriculum, but is given more attention in the PIMN in light of the growing recognition of the importance of hiring, training and retaining high-performing members of today’s highly mobile workforce. The fourth discipline, Negotiation, is given some attention at the best business schools of the world, but is largely ignored by most business schools.

 The PIMN focuses on management within organizations and negotiation among organizations, especially international business organizations. A mix of academics and practitioners offers the best possible training for this kind of professional.

All organizations must operate within the context of relative scarcity. Obtaining and managing the financial resources required to operate in this context is a critical component of managing any organization effectively.  With its focus on negotiation, critical thinking, global security, public opinion, migration, and globalization theory, the PIMN evidences its first significant departure from the traditional MBA program and in so doing provides a clear emphasis on management as opposed to mere business administration.

With its focus on preparing students to negotiate effectively in an increasingly larger global system where negotiators need to accomplish their goals by being able to take into account cultural, religious, and educational differences that shape different business contexts, the PIMN marks its most significant distinction from traditional MBA programs. Within and between modern organizations negotiation is a constant.

Why should you have a Masters in Business and Negotiation? In April 2013 Hart Associates published a study based on a survey of 318 employers having 25 or more employees. The research by Hart was conducted on behalf of the Association of American Colleges and Universities and the findings were striking. To quote from the study, “Nearly all employers surveyed (95%) say they give hiring preference to college graduates with skills that will enable them to contribute to innovation in the workplace.” Additionally, “Nearly all those surveyed (93%) agreed that a candidate’s demonstrated capacity to think critically, communicate clearly, and solve complex problems is more important than their undergraduate major.” These trends are even more poignant today. In light of these findings it is amazing that comparatively few traditional MBA programs have any kind of systematic approach for instilling critical thinking skills in their graduates.

The PIMN has structured its entire curriculum around the idea that business is necessarily cross-border business.  This program is explicitly designed to train future managers/negotiators for a range of organizations, whether those organizations are multi-national firms, the military, government or not-for-profit international organizations. Training only “for-profit” managers runs the serious risk that the “for-profit” aspects are so over-emphasized that non-profitability considerations will be drowned out. This can be detrimental not only for the potential not-for-profit student, but also for those aiming at careers in for-profit organizations as well, since profit, though obviously important, should never be a manager’s sole consideration. Additionally, those students aiming at careers with not-for-profit organizations may quickly come to feel like “second rate” participants in traditional MBA programs.

The PIMN also offers the opportunity of global internships.  (see our Global Internship Program) in the chosen area of work.  For students that choose to take our Global Internship Program, representatives of firms and/or internship places will be part of the process.