MGF9640

Cross-cultural management communication and negotiation

Dr Loong Wong

6 points · One 3-hour class per week · Caulfield

Objectives On completion of this subject students will be able to demonstrate an understanding of how to communicate and negotiate in international operations, of effective methods to communicate in a cross-cultural setting, knowledge of the international negotiation process, as well as plan and conduct a cross-cultural negotiation.

Synopsis The subject aims to provide students with an understanding of the international negotiation process and how best to communicate in a cross cultural setting. It enables students to ask themselves - What are my objectives, what is the best/most suitable method of negotiation and how can I communicate what I want. Ability to communicate effectively is necessary both in the managing of people (resources) and in the negotiation of deals.

Assessment Written (3000 words): 30% · Oral presentation: 30% · Examination (2 hours): 40%

Prescribed texts

Mead R Cross-cultural management communication Wiley, 1990
Lweicki R and others Negotiation: Readings, exercises and cases 2nd edn, Irwin, 1993

Back to the 1999 Business and Economics Handbook