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Unit (2020)

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

International Business Negotiations (MBS636)

Organisational Unit Business
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. 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%
Exam 40%
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
Graduate Certificate in Negotiation (GradCertNeg) [New in 2019]
Master of Business Administration (Global) (MBA(Global))
Master of Business Administration (MBA) [New in 2016]
Master of Business Administration + Master of Information Technology (Data Science) (MBA)+(MIT) [New in 2019]
Master of Human Resources Management (MHRM)
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.

Contacts

Unit Coordinator
MBS636
Dr David Zhang
Lecturer in Management

Murdoch Campus
t: 9360 6025
e: Z.Zhang@murdoch.edu.au
o: 440.3.009A - Social Sciences, Murdoch Campus
Unit Contacts
MBS636

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

Murdoch Campus
t: 9360 6025
e: Z.Zhang@murdoch.edu.au
o: 440.3.009A - Social Sciences, Murdoch Campus
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