UNIT OUTLINE REPORT

EDITH COWAN UNIVERSITY

FACULTY OF BUSINESS AND LAW
SCHOOL OF MANAGEMENT

UNIT TITLE : International Communication and Negotiation

UNIT CODE : MAN5505
CREDIT POINTS : 15
FULL YEAR UNIT : No
MODE OF DELIVERY : On-campus
MODE OF DELIVERY 3 Hour Seminars
DETAILS :>

DESCRIPTION
This unit examines culture and its impact on communication and international negotiation and applies
intercultural skills and theories to specific business tasks. It covers the implications for firms and
individuals doing business in international, multicultural and cross-cultural environments.

LEARNING OUTCOMES
On completion of this unit, students should be able to:
1. develop skills to operate and communicate professionally in international and multicultural
business environments;
2. compare and contrast international and cross cultural negotiation behaviours;
3. assess the impact of culture on international and cross cultural communication and
negotiation;
4. develop strategies to negotiate effectively in international business environments; and
5. determine the implications of doing business in multicultural and cross-cultural environments
for firms and individuals.

UNIT CONTENT
1. Cross cultural communication in business.
2. Cross cultural communication in transnational management.
3. International business culture and interaction.
4. The nature of negotiation, negotiation communication skills, impact of culture on negotiation,
negotiation strategies and tactics, negotiation planning.

TEACHING AND LEARNING PROCESSES

This unit is taught on campus and students attend a weekly three-hour seminar comprised of lectures,
small group discussion, group presentations, negotiation simulations, case studies, negotiation
simulation and media.

TEACHING AND LEARNING RESOURCES

Additional information from relevant books Library On-line.

GRADUATE ATTRIBUTES
• ability to communicate
• ability to work in teams
• critical appraisal skills
• ability to generate ideas
• cross-cultural and international outlook

ASSESSMENT
Grading Schema 1

Item On-Campus Assessment Value

Assignment Assignment (Presentation and report) 40%
Participation Negotiation Simulation 20%
Examination Final Examination 40%

TEXTS
Browaeys, M. J., & Price, R. (2008). Understanding cross-cultural management. Essex: Pearson.
Optional text
Lewicki, R. J., Saunders, D. M., & Barry, B.(2010). Negotiation (6th ed.). Boston:McGraw Hill.

SIGNIFICANT REFERENCES
Ahlstrom, D., & Bruton, G. D. (2010). International management. Cengage: Mason.
Carrell, M. R., & Heavrin, C. (2008). Negotiating essentials. New Jersey: Prentice Hall.
Deresky, H. (2010). International management: Managing across borders and cultures (7th ed.).
Harlow: Pearson Education.
Fells, R. (2010). Effective negotiation. Melbourne: Cambridge.
McFarlin, D. B., & Sweeny, P. D. (2006). International Management (3rd ed.). Boston: Houghton
Mifflin.

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.