Programme And Module Handbook
Course Details in 2021/22 Session

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Module Title LM International Business Negotiations
SchoolBirmingham Business School
Department Birmingham Business School
Module Code 07 31153
Module Lead Cristina Sambrook
Level Masters Level
Credits 10
Semester Semester 2
Restrictions For Students on the MSc Intermational Business in Singapore
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. Too 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:

1) Conflict resolution
2) The cross-cultural communication and management of cultural differences in international business deals
3) 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 and other problems surrounding business negotiations in a managerial environment.
Assessment 31153-06 : Group Poster : Presentation (25%)
31153-07 : 700 word individual assignment : Coursework (25%)
31153-08 : 1 hour exam : Exam (School Arranged) - Computer-based (50%)
Assessment Methods & Exceptions Group posters A1/A0 (25%) & 1,500 individual assignment (75%).

Reassessment: 2,000 word individual assignment (100%)
Reading List