TDM:International Business Negotiation

Subject 919-487 (2009)

Note: This is an archived Handbook entry from 2009.

Credit Points: 12.50
Level: 2 (Undergraduate)
Dates & Locations:

This subject has the following teaching availabilities in 2009:

For information about these dates, click here.
Time Commitment: Contact Hours: Online classes from September to December through Tecnológico de Monterrey, Mexico. This subject is only available online.
Total Time Commitment: Not available
Prerequisites: Admission to the Global Issues Program and timely enrolment at Tec before the quota is filled.
Corequisites: None
Recommended Background Knowledge: None
Non Allowed Subjects: None
Core Participation Requirements:

For the purposes of considering request for Reasonable Adjustments under the Disability Standards for Education (Cwth 2005), and Student Support and Engagement Policy, academic requirements for this subject are articulated in the Subject Overview, Learning Outcomes, Assessment and Generic Skills sections of this entry.

It is University policy to take all reasonable steps to minimise the impact of disability upon academic study, and reasonable adjustments will be made to enhance a student's participation in the University's programs. Students who feel their disability may impact on meeting the requirements of this subject are encouraged to discuss this matter with a Faculty Student Adviser and Student Equity and Disability Support:


U21 International Programs Coordinator
Melbourne Global Mobility
Room 120, Level 1, Old Geology Building
The University of Melbourne
Victoria 3010 Australia


Phone: +61 3 8344 6104
Subject Overview: The course of "International Business Negotiation" has been designed primarily to address the basic issues encountered by Business Leaders, specially, business negotiators, like for example, how to manage cross-cultural problems and opportunities in international business environment. It is commonly understood that businesses start and grow by virtue of successful negotiations and developing long term relationship between two, three or more parties involved directly or indirectly in business deals. And at the same time business relationship may collapse because of an ineffective negotiating approach. Effective negotiating approaches and skills can be developed not only by understanding of theoretical and standard negotiating styles and techniques but also a comprehensive understanding of approaches, behavior and criteria associated with negotiating in different societies of the world is an essential one. In fact, people hailing from different societies have different perceptions of life, conflicting objectives and interest and different ways of communicating and expressing ideas. There might be some common factors and aspects among societies but in general, variations are found to be enormous in the world across societies. And this fact of societal variation may lead us towards an understanding and applying of first of all, the basic cultural differences, cross-cultural management techniques and then the skills, techniques, and preparations applied while living, communicating and negotiating in different countries
Objectives: * Analyse the impacts of differences in cultures on negotiating styles, strategies and behaviour.
* Teach about Alternative Dispute Resolution Model
* Show how to do basic business negotiation research
Assessment: Ten quizzes (20%); Six Case based assignments (15%); Mid-term Exam (15%); Final Exam (15%); Final project (12%); 3 Group discussions (9%); 2 Peer and Self evaluations (14%).
Prescribed Texts: Lewicki, R. Barry, B. and Saunders, D. “Negotiation, reading, exercises and cases”, Mc Graw Hill International Edition, Fifth Edition 2007
Recommended Texts: Managing Cultural Differences. Harris, Philip R. and Moran, Robert T. Elsevier Butterworth-Henemann , Sixth edition, 2004
Dynamics of Successful International Business Negotiations. Moran, Robert T. and Stripp, William G.. Gulf Publishing, 1991.
Breadth Options:

This subject is not available as a breadth subject.

Fees Information: Subject EFTSL, Level, Discipline & Census Date
Generic Skills: Develop skills to negotiate successfully business contracts across cultures
Be able to manage and resolve business disputes through direct and mediated negotiations
Understand the importance of cross cultural communication in negotiation
Be able to use information technology in negotiation
Understand ethical issues concerning negotiation
Links to further information:
Notes: This subject is quota restricted and places are allocated as applications are received at Tecnológico de Monterrey.
Related Course(s): U21 Certificate in Global Issues (Understanding Globalisation)
U21 Diploma in Global Issues

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