Develop the skills and strategies necessary to adapt when negotiating in a cross-cultural setting.

We negotiate every day, and many of our negotiations involve people from different national, regional, or organizational cultures. Cross-cultural negotiations, in other words, are ubiquitous. Despite their ubiquity, many of us know little about the strategy and psychology underlying any negotiation, let alone a cross-cultural negotiation.


Why you should attend

  • Gain foundational skills and knowledge needed to negotiate effectively across cultural borders.
  • Understand the features of negotiation that do and do not vary across cultures.
  • Learn strategy and psychology underlying any negotiation.

Program highlights

  • Participating in interactive negotiation exercises as an introduction to negotiation principles that extend across any culture.
  • Discovering ways a culture may influence negotiators’ priorities, style and value systems.
  • Developing the skills and strategies necessary to adapt when negotiating in a cross-cultural setting.


Courses are held in Room 201 at the Johns Hopkins Carey Business School Harbor East campus, located at 100 International Drive, Baltimore, MD 21202.

Check-in and breakfast for this course is from 8:30-9:00am. The seminar begins promptly at 9:00am and ends at 4:00pm. 

The registration deadline is one week prior to the first day of a class, if seats are still available in the program.


This seminar serves individuals at all career stages, as well as rising managers who want to improve their cultural communication skills.


Brian Gunia

Associate Professor, Johns Hopkins University Carey Business School

Brian Gunia is an associate professor at the Johns Hopkins Carey Business School. He holds a PhD in management from Northwestern University. Brian’s research focuses on negotiation, ethical decision-making, and organizational failure. It has been published in several academic journals including the Academy of Management Journal, Journal of Applied Psychology, and Annual Review of Psychology. Brian’s research has also been featured in popular media outlets like The Economist, Wall Street Journal, and Forbes. Brian has received several awards for his research and teaching, and he is the founder of the Carey School’s Business in Government Initiative, as well as the author of a blog called “Life’s Negotiable”. Previously, Brian worked as a consultant at Deloitte.


Contact the Office of Executive Education at 410-234-9363 or


$3,200 (includes required materials, gourmet breakfast and lunch and on-site garage parking)

JHU employees may submit for tuition remission for the entire cost of the course. JHHS employees receive a 20% discount on all seminars.

The new JHU tuition remission form is available online here. Please return completed forms to


Program Dates: November 2-3, 2017. Register now.
                          May 15-16, 2018. Register now.

To cancel or transfer your registration, please write to Registrants who do not cancel and do not attend the program will not receive a refund.

JHU employees should refer to the Non-credit Courses section of the Tuition Remission policies (available on the JHU Benefits page) regarding cancellation policies. Registrants not employed by JHU must notify the Office of Executive Education of cancellation at least two weeks prior to the program in order to receive a full refund.