Handbook : Unit informationEdith Cowan University

School: Business and Law

This unit information may be updated and amended immediately prior to semester. To ensure you have the correct outline, please check it again at the beginning of semester.

• Unit Title

  International Negotiation

• Unit Code

  MAN3705

• Year

  2016

• Enrolment Period

  1

• Version

  1

• Credit Points

  15

• Full Year Unit

  N

• Mode of Delivery

  On Campus
  Online

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Description

In this unit students examine culture and its impact on communication and negotiation in a business context. The importance of intercultural skills are emphasised and practiced in the context of negotiation. In the unit the implications for firms and individuals doing business in international, multicultural and cross-cultural environments are covered.

Learning Outcomes

On completion of this unit students should be able to:

1. Assess the impact of culture on international and cross cultural communication and negotiation.
2. Compare and contrast international and cross cultural negotiation behaviours.
3. Determine the implications of doing business in multicultural and cross-cultural environments for firms and individuals.
4. Develop skills to communicate professionally in international and multicultural business environments.
5. Develop strategies to negotiate effectively in international business environments.

Unit Content

1. Cross cultural communication in business.
2. Cross cultural communication in transnational management.
3. The nature of negotiation and negotiation communication skills.

Additional Learning Experience Information

On-campusstudents attend a weekly three-hour seminar comprised of lectures, small group discussion, group presentations, negotiation simulations, case studies, negotiation simulation and media. Online students access the program via the Blackboard program. Regular online access is required.

Assessment

GS1 GRADING SCHEMA 1 Used for standard coursework units

Students please note: The marks and grades received by students on assessments may be subject to further moderation. All marks and grades are to be considered provisional until endorsed by the relevant Board of Examiners.

Text References

• ^ Fells, R. (2010). Effective negotiation (2nd ed.). Melbourne: Cambridge University Press.
• ^ Browaeys, M. J., & Price, R. (2011). Understanding cross-cultural management (2nd ed.). Essex: Pearson.
• ^ Lewicki, R.J., Saunders, D.M., & Barry, B.(2010). Negotiation (6th ed.). Boston:McGraw Hill.
• Deresky, H. (2010). International management: Managing across borders and cultures (7th ed.). Harlow: Pearson Education.
• McFarlin, D.B., & Sweeny, P.D. (2006). International Management (3rd ed.). Boston: Houghton Mifflin.
• Ahlstrom, D., & Bruton, G.D. (2010). International management. Cengage: Mason.
• Carrell, M.R., & Heavrin, C. (2008). Negotiating essentials. New Jersey: Prentice Hall.

^ Mandatory reference

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