Dr. Lynn Metcalf has taught IM 8691: International Business Negotiation at MIIS for tour years. IM 8691 is an experiential workshop where participants are introduced to and practice negotiation skills through a variety of inter-cultural simulations.
She is Professor and Chair, Marketing Area at California Polytechnic State University, San Luis Obispo. Dr. Metcalf’s research interests are focused on cross-cultural negotiation; package design for marketability; and innovation and regional development.
Dr. Metcalf is advisor to the Cal Poly Chapter of the Wheelchair Foundation, and has led student groups on humanitarian missions to Panama, Guatemala, Belize, Argentina, Peru, and Mexico. In its 9th year, the Cal Poly Chapter of the Wheelchair Foundation has raised over ½ million US$ to pay for wheelchairs for people in other countries who need them but cannot afford them.
Dr. Metcalf was on professional leave from Cal Poly, working at Philips Electronics in Palo Alto for four years in the late nineties. While at Philips, Dr. Metcalf supported new business development by incubating and nurturing relationships with research faculty and graduate students at premier U.S. research institutions, including Stanford, Cal Berkeley, and MIT. In this role, Dr. Metcalf worked with Philips businesses worldwide.
Dr. Metcalf has been Visiting Professor at the Helsinki School of Economics and Business Administration and at Institut de Gestion Sociale. She has taught at the American Graduate School of International Management (Thunderbird) as well. Dr. Metcalf joined Cal Poly in September, 1986.
Dr. Metcalf married into an Iranian family and has a eight-year old daughter.
Courses offered in the past four years.
▲ indicates offered in the current term
▹ indicates offered in the upcoming term[s]
MBAG 8691 - Intl Business Negotiation
This course aims to expand awareness, enhance understanding and facilitate development of a set of perspectives and skills essential to effectiveness in international negotiations. Specific focus is directed toward developing a framework for considering aspects of international negotiations, understanding the development of trust, dimensions of coalitional bargaining and the range of conflict handling modes.
Spring 2015 - MIIS