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Unit (2020)

Information on this page, including unit offerings, is from the 2020 academic year.

Business Negotiations: An International Perspective (BUS341)

Organisational Unit Business
Credit Points 3
Availability MURDOCH: S2-internal, S2-external
KAPLAN-SGP: TMA-internal
Teaching Timetables Murdoch S2
Description To succeed in the fiercely competitive global market of the twenty- first century, it is necessary to develop managers and potential managers with a capability to negotiate complex transactions in an international setting. This requires knowledge and skills of negotiation and in the global context to possess cultural knowledge, and understand culture's impact on the negotiating process. This course analyses the nature of negotiation, examines negotiating strategies, and considers challenges faced by negotiators in an international setting.
Unit Learning Outcomes On successful completion of the unit you should be able to:
1. Comprehend the complex nature of international transactions.
2. Participate in and contribute to concluding and managing international negotiations where the parties are from different cultural backgrounds and will be able to demonstrate negotiating skills that comprehend a cross- cultural context.
3. Demonstrate an understanding of the differing negotiation approaches.
4. Demonstrate an understanding of the importance of ethics in concluding and maintaining International Contracts.
Timetabled Learning Activities Workshops: 2 hours per teaching week for South Street campus
Workshops 4 hours per fortnight at Kaplan SGP
All offerings of this unit include the equivalent of 30 hours of structured learning.
Unit Learning Experiences The unit is delivered using blended learning design features with core unit materials provided in a digital format followed up by small class knowledge application and skills development. This is enhanced by self directed learning to further develop skills and application of knowledge to practical and current issues..
Assessment Group Project 30%
Individual Essay 30%
Exam 40%
Prerequisites BUS284 Comparative Corporate Governance and International Operations
Exclusions Students who have successfully completed BUS346 Chinese Business Negotiations may not enrol in this unit for credit.
Previously 2015: 'Business Negotiations in International Perspective'
Appears in these Courses/Majors:
see individual structures for context
Global Business and Politics (BCom) [New in 2019]
International Business (BBus) [New in 2019]
International Business (BBus) [New in 2014]
International Business (BCom) [New in 2018]
Internet Access RequirementsMurdoch units normally include an online component comprising materials, discussions, lecture recordings and assessment activities. All students, regardless of their location or mode of study, need to have access to and be able to use computing devices with browsing capability and a connection to the Internet via Broadband (Cable, ADSL or Mobile) or Wireless. The Internet connection should be readily available and allow large amounts of data to be streamed or downloaded (approximately 100MB per lecture recording). Students also need to be able to enter into online discussions and submit assignments online.


Unit Coordinator
Dr David Zhang
Lecturer in Management

Murdoch Campus
t: 9360 6025
e: Z.Zhang@murdoch.edu.au
o: 512.2.004A - Building 512, Murdoch Campus
Unit Contacts

MURDOCH: S2-External
MURDOCH: S2-Internal
Dr David Zhang
Lecturer in Management

Murdoch Campus
t: 9360 6025
e: Z.Zhang@murdoch.edu.au
o: 512.2.004A - Building 512, Murdoch Campus

Miss Cassandra Spencer
Associate Lecturer

Murdoch Campus
t: 9360 6059
e: C.Spencer@murdoch.edu.au
o: 512.2.027 - Building 512, Murdoch Campus
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