BUSI7152 International Business Negotiation

Offered By	Research School of Management
Academic Career	Graduate Coursework
Course Subject	Business
Offered in	BUSI7152 will not be offered in 2012
Unit Value	6 units
Course Description	This elective course is designed to provide students with the skills needed to negotiate effectively in the international business environment. It introduces general negotiation theory and specific strategic methodologies useful in the rapidly shifting environment of international business. It develops these strategic themes and aims to help students identify and respond to unprincipled tactics, while gaining confidence in employing principled tactics when negotiating with particularly uncooperative or hostile parties in difficult environments. Particular emphasis is given to the range of diverse communication and negotiation techniques required to meet the cross-cultural challenges of contemporary regional and global markets. The course is structured to mix discursive survey of theory with highly interactive role-play and group workshops for action learning through negotiation case studies and simulations. Selected negotiation sessions will be videotaped and time will be spent with each student group evaluating and critiquing negotiation performances.
Workload	5 x 4 hours; 2 x 8 hours for whole course plus private study time.
Course Classification(s)	TransitionalTransitional courses are designed for students from a broad range of backgrounds and learning achievements, which provide for the acquisition of generic skills; or an informed understanding of contemporary issues; or fundamental knowledge for transition to Advanced or Specialist courses.
Areas of Interest	Commerce, International Business, and Management
Eligibility	At least an average of 65% (or equivalent) in the final two years of an Australian undergraduate degree.
Assumed Knowledge and Required Skills	Students are expected to have the attributes required for admission to the Master of Management or MBA program, and are expected to understand some basic statistical concepts: mean, normal curve, standard deviation, z-score.
Prescribed Texts	See Course Website
Preliminary Reading	See Course Website
Indicative Reading List	See Course Website
Other Information	For further information please refer to the course website
Academic Contact	See: http://ecocomm.anu.edu.au/courses/course.asp?code=BUSI7152

The information published on the Study at ANU 2012 website applies to the 2012 academic year only. All information provided on this website replaces the information contained in the Study at ANU 2011 website.