Pre-2015 Handbook
  1. Home
  2. International Negotiation [MAN3705]

School: Business and Law

This unit information may be updated and amended immediately prior to semester. To ensure you have the correct outline, please check it again at the beginning of semester.

  • Unit Title

    International Negotiation

  • Unit Code

    MAN3705

  • Year

    2019

  • Enrolment Period

    1

  • Version

    2

  • Credit Points

    15

  • Full Year Unit

    N

  • Mode of Delivery

    On Campus
    Online

  • Unit Coordinator

    Dr Ian Patrick AUSTIN

Description

In this unit students examine culture and its impact on communication and negotiation in a business context. The importance of intercultural skills are emphasised and practiced in the context of negotiation. In the unit the implications for firms and individuals doing business in international, multicultural and cross-cultural environments are covered.

Learning Outcomes

On completion of this unit students should be able to:

  1. Deploy innovative strategies to negotiate effectively in changeable international business environments.
  2. Assess the impact of culture on international and cross cultural communication and negotiation.
  3. Determine the implications of doing business in multicultural and cross-cultural environments for firms and individuals.
  4. Compare and contrast international and cross cultural negotiation behaviours.
  5. Develop skills to communicate professionally in international and multicultural business environments.

Unit Content

  1. Cross cultural communication in business.
  2. Cross cultural communication in transnational management.
  3. The nature of negotiation and negotiation communication skills.

Learning Experience

Students will attend on campus classes as well as engage in learning activities through ECU Blackboard.

JoondalupMount LawleySouth West (Bunbury)
Semester 213 x 3 hour seminarNot OfferedNot Offered

For more information see the Semester Timetable

Additional Learning Experience Information

On-campus students attend a weekly three-hour seminar comprised of lectures, small group discussion, group presentations, negotiation simulations, case studies, negotiation simulation and media. Online students access the program via the Blackboard program. Regular online access is required.

Assessment

GS1 GRADING SCHEMA 1 Used for standard coursework units

Students please note: The marks and grades received by students on assessments may be subject to further moderation. All marks and grades are to be considered provisional until endorsed by the relevant Board of Examiners.

ON CAMPUS
TypeDescriptionValue
AssignmentWritten Assignment 30%
PortfolioNegotiation Portfolio30%
ProjectVideo/Interview Project40%
ONLINE
TypeDescriptionValue
AssignmentWritten Assignment 30%
PortfolioNegotiation Portfolio30%
ProjectVideo/Interview Project40%

Core Reading(s)

  • Fells, R. E. (2010). Effective negotiation:  from research to results (2nd ed.). Melbourne: Cambridge University Press. Retrieved from https://ecu.on.worldcat.org/oclc/444404043?databaseList=638
  • Lewicki, R. J., Saunders, D. M., & Barry, B. (2014). Negotiation. (7th ed.). Boston: McGraw Hill. Retrieved from https://ecu.on.worldcat.org/oclc/1004609596

Disability Standards for Education (Commonwealth 2005)

For the purposes of considering a request for Reasonable Adjustments under the Disability Standards for Education (Commonwealth 2005), inherent requirements for this subject are articulated in the Unit Description, Learning Outcomes and Assessment Requirements of this entry. The University is dedicated to provide support to those with special requirements. Further details on the support for students with disabilities or medical conditions can be found at the Access and Inclusion website.

Academic Misconduct

Edith Cowan University has firm rules governing academic misconduct and there are substantial penalties that can be applied to students who are found in breach of these rules. Academic misconduct includes, but is not limited to:

  • plagiarism;
  • unauthorised collaboration;
  • cheating in examinations;
  • theft of other students' work;

Additionally, any material submitted for assessment purposes must be work that has not been submitted previously, by any person, for any other unit at ECU or elsewhere.

The ECU rules and policies governing all academic activities, including misconduct, can be accessed through the ECU website.

MAN3705|2|1

School: Business and Law

This unit information may be updated and amended immediately prior to semester. To ensure you have the correct outline, please check it again at the beginning of semester.

  • Unit Title

    International Negotiation

  • Unit Code

    MAN3705

  • Year

    2019

  • Enrolment Period

    2

  • Version

    2

  • Credit Points

    15

  • Full Year Unit

    N

  • Mode of Delivery

    On Campus
    Online

  • Unit Coordinator

    Dr Ian Patrick AUSTIN

Description

In this unit students examine culture and its impact on communication and negotiation in a business context. The importance of intercultural skills are emphasised and practiced in the context of negotiation. In the unit the implications for firms and individuals doing business in international, multicultural and cross-cultural environments are covered.

Learning Outcomes

On completion of this unit students should be able to:

  1. Deploy innovative strategies to negotiate effectively in changeable international business environments.
  2. Assess the impact of culture on international and cross cultural communication and negotiation.
  3. Determine the implications of doing business in multicultural and cross-cultural environments for firms and individuals.
  4. Compare and contrast international and cross cultural negotiation behaviours.
  5. Develop skills to communicate professionally in international and multicultural business environments.

Unit Content

  1. Cross cultural communication in business.
  2. Cross cultural communication in transnational management.
  3. The nature of negotiation and negotiation communication skills.

Learning Experience

Students will attend on campus classes as well as engage in learning activities through ECU Blackboard.

JoondalupMount LawleySouth West (Bunbury)
Semester 213 x 3 hour seminarNot OfferedNot Offered

For more information see the Semester Timetable

Additional Learning Experience Information

On-campus students attend a weekly three-hour seminar comprised of lectures, small group discussion, group presentations, negotiation simulations, case studies, negotiation simulation and media. Online students access the program via the Blackboard program. Regular online access is required.

Assessment

GS1 GRADING SCHEMA 1 Used for standard coursework units

Students please note: The marks and grades received by students on assessments may be subject to further moderation. All marks and grades are to be considered provisional until endorsed by the relevant Board of Examiners.

ON CAMPUS
TypeDescriptionValue
AssignmentWritten Assignment 30%
PortfolioNegotiation Portfolio30%
ProjectVideo/Interview Project40%
ONLINE
TypeDescriptionValue
AssignmentWritten Assignment 30%
PortfolioNegotiation Portfolio30%
ProjectVideo/Interview Project40%

Core Reading(s)

  • Fells, R. E. (2010). Effective negotiation:  from research to results (2nd ed.). Melbourne: Cambridge University Press. Retrieved from https://ecu.on.worldcat.org/oclc/444404043?databaseList=638
  • Lewicki, R. J., Saunders, D. M., & Barry, B. (2014). Negotiation. (7th ed.). Boston: McGraw Hill. Retrieved from https://ecu.on.worldcat.org/oclc/1004609596

Disability Standards for Education (Commonwealth 2005)

For the purposes of considering a request for Reasonable Adjustments under the Disability Standards for Education (Commonwealth 2005), inherent requirements for this subject are articulated in the Unit Description, Learning Outcomes and Assessment Requirements of this entry. The University is dedicated to provide support to those with special requirements. Further details on the support for students with disabilities or medical conditions can be found at the Access and Inclusion website.

Academic Misconduct

Edith Cowan University has firm rules governing academic misconduct and there are substantial penalties that can be applied to students who are found in breach of these rules. Academic misconduct includes, but is not limited to:

  • plagiarism;
  • unauthorised collaboration;
  • cheating in examinations;
  • theft of other students' work;

Additionally, any material submitted for assessment purposes must be work that has not been submitted previously, by any person, for any other unit at ECU or elsewhere.

The ECU rules and policies governing all academic activities, including misconduct, can be accessed through the ECU website.

MAN3705|2|2