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Module Title International Business Negotiations
SchoolBirmingham Business School
Department Birmingham Business School
Module Code 07 28551
Module Lead Pervez Ghauri
Level Masters Level
Credits 10
Semester Semester 2
Restrictions None
Description The explosion of international business activities has had a marked impact on our lifestyles, income and on the economic environments in general. Companies are forced to seek international trade and investment opportunities in distant markets. Doing business overseas is, however, still considered to be a difficult task. Often we hear stories about unsuccessful encounters between business executives from different cultures mainly because they are not able to communicate and negotiate effectively with each other.

Treating negotiations as a technique that can be learned and adapted to international business relations, this module deals with three main inter-related themes:
  • Conflict resolution
  • The cross-cultural communication and management of cultural differences in international business deals
  • Business negotiation skills and tactics.
Learning Outcomes By the end of the module students should be able to:
  • Analyse problems and issues in cross-cultural communications, particularly in an International business context;
  • Demonstrate a comprehensive understanding of why conflicts arise and how these can be managed;
  • Demonstrate knowledge and understanding of the key skills required to handle business negotiations in an international context;
  • Identify and critically evaluate ethical issues surrounding business negotiations in a managerial environment;
  • Critically analyse and handle issues and problems related to international business negotiations.
Assessment 28551-01 : Group Case Report : Coursework (20%)
28551-02 : Role play & Report : Coursework (20%)
28551-03 : Exam : Exam (Centrally Timetabled) - Written Unseen (60%)
Assessment Methods & Exceptions 2 individual coursework, 1,000 words each (20% each)
2 hour examination (60%)

Reassessment: 2 hour examination (100%)
Other None
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