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Module Title
International Business Negotiations
School
Birmingham Business School
Department
Birmingham Business School
Module Code
07 28551
Module Lead
Dr Mohammad Ahammad
Level
Masters Level
Credits
10
Semester
Semester 2
Pre-requisites
Co-requisites
Restrictions
None
Exclusions
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
Assessment: 1hr written unseen examination (50%), 1500 word individual essay (50%)
Reassessment: 2hr written unseen examination (100%)