Handbook Public View

This page displays current curriculum information. For staff view, please login

Unit (2019)

Information on this page, including unit offerings, is from the 2019 academic year.

International Business Negotiations (MBS636)

School School of Business and Governance
Credit Points 3
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. Demonstrate advanced knowledge of differing negotiation approaches
2. Apply knowledge of negotiation principles to facilitate international transactions
3. Exhibit effective communication and interpersonal skills
4. Evaluate issues and problems and develop evidence-based conclusions
5. Display the capability to think across cultures and contexts
6. Integrate knowledge of ethical issues into professional practice
Timetabled Learning Activities Seminars (South Street): 2 Hour workshops weekly during the teaching period
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 Case Study (30%) plus Negotiation Role Play (10%);
Individual Report (20%);
Examination 40%
Prerequisites Enrolment in a postgraduate-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
Graduate Certificate in Negotiation (GradCertNeg) [New in 2019]
Master of Business Administration (Global) (MBA(Global))
Master of Business Administration + Master of Information Technology (Data Science) (MBA)+(MIT) [New in 2019]
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
Associate Professor Antonia Girardi
Interim Head of Discipline (ABLSS)

Murdoch Campus
t: 9360 6980
e: A.Girardi@murdoch.edu.au
o: 512.2.021 - Murdoch Business School, Murdoch Campus
Unit Contacts

MURDOCH: S2-External
MURDOCH: S2-Internal
Mr Ernest Boswarva
P/T Teaching Casual

e: E.Boswarva@murdoch.edu.au
Fee Calculator
Handbook help
Information for Students


The University reserves the right to cancel, without notice, any course, major, minor or unit if the number of students enrolled falls below limits set by the University.

Regulations and Rules

Students should ensure they are familiar with the University's internal legislation, including provisions specifically relevant to their studies. See the University Regulation overview and view legislation online.