Module Details
| Module Code: |
MGMT9039 |
| Title: |
International Bus. Negotiation
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Long Title:
|
International Bus. Negotiation
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| NFQ Level: |
Expert |
| Valid From: |
Semester 1 - 2018/19 ( September 2018 ) |
| Field of Study: |
3450 - Business & Management
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| Module Description: |
As business is ever more involved in the global economy, there is a greater need for cross-national and cross-cultural negotiations. This module deals with four inter-related themes with particular emphasis on selling and business development: conflict resolution, business negotiation skills, cross cultural communication and management of cultural differences in international business.
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| Learning Outcomes |
| On successful completion of this module the learner will be able to: |
| # |
Learning Outcome Description |
| LO1 |
Critically analyse the complexities and issues in cross cultural communications and conflict in an international business development and selling context. |
| LO2 |
Assess the key skills required to handle business negotiations in various cultures. |
| LO3 |
Critique techniques and ethical practices used in international business negotiations and selling. |
| LO4 |
Critically analyse and evaluate appropriate sales techniques and territory design across multiple, culturally diverse markets. |
| Dependencies |
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
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Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
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| No incompatible modules listed |
Co-requisite Modules
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| No Co-requisite modules listed |
Requirements
This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.
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| No requirements listed |
| Indicative Content |
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Culture and Communication
Business communication across cultures, communicating in and between cultures, barriers in cross cultural management communication, becoming a competent intercultural communicator.
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Negotiation Theory
Negotiation theory, analytical framework for understanding negotiations, a strategy for creating value, closing deals.
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Power and Conflict in the Negotiation Process
Relationships in negotiation, finding and using power in negotiations, power players in negotiation. Areas of conflict, conflict solving and the role of mediation, different cultural approaches to conflict resolution, mediation and dispute resolution.
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Ethics in Negotiation
Ethical complexities in negotiations, ethical dilemmas, win-win strategies.
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International Negotiation
Negotiation skills and tactics, adaptation of negotiation skills across borders, bringing negotiation to a close in different cultural contexts.
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International Selling Techniques
International Account Management, Promotion approaches
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Salesforce Analytics
Customer relationship management, customer tracking, lead generation, social networking with customers
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Salesforce Planning, Organisation and Design
Salesforce planning, types of salesforce organisation, measures of sales organisation effectiveness, salesforce size, outsourced sales force
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Module Content & Assessment
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| Assessment Breakdown | % |
|---|
| Coursework | 100.00% |
Assessments
| No End of Module Formal Examination |
| Reassessment Requirement |
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
|
The University reserves the right to alter the nature and timings of assessment
Module Workload
| Workload: Full Time |
| Workload Type |
Contact Type |
Workload Description |
Frequency |
Average Weekly Learner Workload |
Hours |
| Lecture |
Contact |
Class Based Instruction |
Every Week |
2.00 |
2 |
| Independent & Directed Learning (Non-contact) |
Non Contact |
Self directed study and reading |
Every Week |
5.00 |
5 |
| Total Hours |
7.00 |
| Total Weekly Learner Workload |
7.00 |
| Total Weekly Contact Hours |
2.00 |
| Workload: Part Time |
| Workload Type |
Contact Type |
Workload Description |
Frequency |
Average Weekly Learner Workload |
Hours |
| Independent & Directed Learning (Non-contact) |
Non Contact |
Self-directed learning |
Every Week |
5.00 |
5 |
| Lecture |
Contact |
Lectures |
Every Week |
2.00 |
2 |
| Total Hours |
7.00 |
| Total Weekly Learner Workload |
7.00 |
| Total Weekly Contact Hours |
2.00 |
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Module Resources
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| Recommended Book Resources |
|---|
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Marie-Joelle Browaeys and Roger Price. (2015), Understanding Cross Cultural Management, 3rd. Pearson Education, [ISBN: 1-292-01589-7].
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Roy Lewicki, Bruce Barry and David Saunders. (2014), Negotiation: Readings, Exercises, and Cases, 7th. McGraw Hill, [ISBN: 9780077862428].
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Roy Lewicki, Bruce Barry and David Saunders. (2015), Essentials of Negotiation, 6th. McGraw Hill, [ISBN: 9780077862466].
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David Jobber and Geoff Lancaster. (2014), Selling and Sales Management, [ISBN: 978-02737626].
| | Supplementary Book Resources |
|---|
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David S. Hames. (2012), Negotiation, Sage Publications, [ISBN: 9781412973991].
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Gaelle Moal-Ulvoas. (2014), Business Negotiation, De Boeck Superieur, [ISBN: 9782804183165].
| | This module does not have any article/paper resources |
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| Other Resources |
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Journal, Journal of International Business.
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Journal, International Journal of Cultural
Studies.
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