BUSN3038 International Business Negotiations

2016

4.5

1 x 2-hour seminar weekly

1 of : BUSN2010, BUSN2039

Bachelor of Business

This topic will provide students with the fundamentals of negotiating and then outline how cultural differences impact on the strategic and process levels of negotiations. As such the negotiating behaviour and preferences of people from a range of cultural backgrounds will be examined. Students will be expected to participate in a number of negotiation exercises and related activities. Upon completion students should be able to manage their own negotiations across a wide variety of contexts.

This topic aims to:

provide students with an understanding of the fundamentals of negotiations
provide students with an appreciation of how culture impacts on negotiating behaviour
give students practical experience in simulated international business negotiations
provide students with the skills to effectively prepare for negotiations in a wide range of contexts
provide students with the skills to effectively manage the negotiation process in a wide range of contexts

Students successfully completing this topic should be able to:

prepare for, and then manage, international business negotiations in a wide variety of contexts
distinguish the core strategies in negotiations and be familiar with the culturally derived preferences, processes and behaviour to be expected from negotiators from other nations
critically examine the international business negotiation literature

Key dates and timetable

Timetable details for 2016 are no longer published.

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