Yadvinder S.
Rana
ITALY Professor of Negotiation and Bargaining University of Bologna Visiting Faculty
Yadvinder holds a Ph.D. in Business Administration in cross-border M&A negotiations from Edinburgh Business School, an MBA from Manchester Business School, and an MSc in Mechanical Engineering from the Polytechnic University of Turin, Italy.
He is the author of The 4Ps Framework: Advanced Negotiation and Influence Strategies for Global Effectiveness and recently published an article on negotiating cross-border mergers and acquisitions in the Negotiation and Conflict Management Research Journal. He also conducts a podcast entitled “Global M&A Negotiations.”
Between 2004 and 2010, as director of sales for Africa, Asia and the Pacific for a global luxury company, he managed the sales and marketing organizations in China and India and established the company’s presence in China, India, Japan, South Korea, Southeast Asia and the Middle East. Previously, between 1997 and 2003, he worked for the Fiat Group in Pennsylvania, USA, London, UK, and Lyon, France, leading cross-functional teams that implemented post-acquisition integration strategies.
COURSES
This course explores conceptual frameworks, theories and fundamental skills required for identifying people’s thought, reasoning, communication and behavior in an international business setting.
Students will have the opportunity to apply Communication, Negotiation and Lateral Leadership models to different multicultural contexts through case studies, video tutorials and simulations.
This will enable students to critically evaluate the organizational structure of complex international organizations and to develop the skills to effectively manage intercultural and distant teams and understand international issues
