Cross-cultural management communication and negotiation
Mr Max Coulthard and Dr Wendy Bell
6 points
* One 3-hour class per week
* First semester
*
Caulfield, in-house
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
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