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TDM International Negotiation (ECON20010)
Exchange (level 2)Points: 12.5Not available in 2020
For information about the University’s phased return to campus and in-person activity in Winter and Semester 2, please refer to the on-campus subjects page.
Please refer to the LMS for up-to-date subject information, including assessment and participation requirements, for subjects being offered in 2020.
Overview
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In the ever-changing environment of global business, firms start and grow by virtue of successful negotiations about deals and contracts between the parties involved. In business, such relationships may break down because of ineffective negotiating behaviour. Such breakdowns may also happen because of misunderstandings and incorrect perceptions of the other party’s positions and interests. In this course, students will learn multinational business negotiating skills and strategies to help them avoid such relationship breakdowns. Specifically, students will acquire knowledge of the concepts, processes, strategies, and ethical issues related to negotiation as well as appropriate conduct in multicultural business contexts.
Intended learning outcomes
On the completion of the course, students shall be able to:
- Understand the impact of cultural differences negotiating styles, strategies and behaviour.
- Develop skills to negotiate successful business contracts across cultures.
- Be able to manage and resolve business disputes through direct and mediated negotiations.
- Learn about the Alternative Dispute Resolution Model.
- Understand the importance of cross cultural communication in negotiation.
- Be able to use information technology in negotiation.
- Understand the ethical issues concerning negotiation.
- Basic business negotiation research.
Last updated: 12 November 2022
Eligibility and requirements
Prerequisites
Admission into the D-GLOBISS Diploma in Global Issues.
Corequisites
None
Non-allowed subjects
None
Inherent requirements (core participation requirements)
The University of Melbourne is committed to providing students with reasonable adjustments to assessment and participation under the Disability Standards for Education (2005), and the Assessment and Results Policy (MPF1326). Students are expected to meet the core participation requirements for their course. These can be viewed under Entry and Participation Requirements for the course outlines in the Handbook.
Further details on how to seek academic adjustments can be found on the Student Equity and Disability Support website: http://services.unimelb.edu.au/student-equity/home
Last updated: 12 November 2022
Assessment
Due to the impact of COVID-19, assessment may differ from that published in the Handbook. Students are reminded to check the subject assessment requirements published in the subject outline on the LMS
Additional details
The assignments consist of individual papers, group assignments and active participation in virtual seminars. Examination will take place continuously during the course.
Last updated: 12 November 2022
Dates & times
Not available in 2020
Time commitment details
It is recommended that 6 hours per week be spent on this subject for a total of 72 hours across the whole semester
Additional delivery details
Online
Last updated: 12 November 2022
Further information
- Texts
Prescribed texts
A list of texts and readings will be provided at the start of the course.
- Links to additional information
Last updated: 12 November 2022