Information on this page, including unit offerings, is from the 2020 academic year.
International Business Negotiations (MBS636)
|Availability||MURDOCH: S2-internal, S2-external|
|Teaching Timetables||Murdoch S2
|Description||This unit analyses the nature of negotiation, examines negotiating strategies, tactics, processes and considers impacts of emotion on the negotiating process. This unit is aimed at equipping managers with the tools necessary to enable them to effectively participate and engage in cross-cultural negotiations.|
|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. Have an understanding of the differing negotiation approaches.
4. The importance of ethics in concluding and maintaining International Contracts.
|Timetabled Learning Activities||Seminars (South Street): All offerings of this unit include the equivalent of 30 hours of structured learning. Structured learning may include lectures, face-to-face seminars, workshops, online activities, consultations and coaching sessions. Some units may be delivered in an intensive mode. Students should refer to the published timetable, and Unit Guide for specific information about the timetabling of this unit.|
|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||Case Study 60%
|Prerequisites||Enrolment in a graduate-level course.|
|Exclusions||Students who have enrolled in MBS699 Special Topics in International Business: Negotiations may not enrol in this unit for credit.|
|Appears in these Courses/Majors:
see individual structures for context
|Internet Access Requirements||Murdoch 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.|
Associate Professor Antonia Girardi
Associate Professor - Management
t: 9360 6980
o: 512.1.031 - Murdoch Business School, Murdoch Campus