TDM International Negotiation

Subject ECON20010 (2016)

Note: This is an archived Handbook entry from 2016.

Credit Points: 12.5
Level: 2 (Undergraduate)
Dates & Locations:

This subject has the following teaching availabilities in 2016:

January, Parkville - Taught on campus.
Pre-teaching Period Start not applicable
Teaching Period 04-Jan-2016 to 03-May-2016
Assessment Period End 03-Jun-2016
Last date to Self-Enrol 28-Jan-2016
Census Date 05-Feb-2016
Last date to Withdraw without fail 08-Apr-2016

August, Parkville - Taught on campus.
Pre-teaching Period Start not applicable
Teaching Period 08-Aug-2016 to 25-Nov-2016
Assessment Period End 23-Dec-2016
Last date to Self-Enrol 30-Aug-2016
Census Date 09-Sep-2016
Last date to Withdraw without fail 04-Nov-2016


Timetable can be viewed here. For information about these dates, click here.
Time Commitment: Contact Hours: Online classes from January to May and September to November through Tecnologico de Monterrey, Mexico. This subject is only available online.
Total Time Commitment:

It is recommended that 6 hours per week be spent on this subject for a total of 72 hours across the whole semester


Admission into the D-GLOBISS Diploma in Global Issues.

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 Students Experiencing Academic Disadvantage Policy, academic requirements for this subject are articulated in the Subject Description, Subject Objectives, Generic Skills and Assessment Requirements of this entry.The University is dedicated to provide support to those with special requirements. Further details on the disability support scheme can be found at the Disability Liaison Unit website:


U21 International Programs Coordinator
Melbourne Global Mobility
Ground Floor, John Smyth Building
Phone: +61 3 8344 3849

Subject Overview:

In the ever-changing environment of global business, firms start and grow by virtue of successful negotiations about deals and contracts between the parties involved. In business, such relationships may break down because of ineffective negotiating behaviour. Such breakdowns may also happen because of misunderstandings and incorrect perceptions of the other party’s positions and interests. In this course, students will learn multinational business negotiating skills and strategies to help them avoid such relationship breakdowns. Specifically, students will acquire knowledge of the concepts, processes, strategies, and ethical issues related to negotiation as well as appropriate conduct in multicultural business contexts.

Learning Outcomes:

On the completion of the course, students shall be able to:

  • Understand the impact of cultural differences negotiating styles, strategies and behaviour.
  • Develop skills to negotiate successful business contracts across cultures.
  • Be able to manage and resolve business disputes through direct and mediated negotiations.
  • Learn about the Alternative Dispute Resolution Model.
  • Understand the importance of cross cultural communication in negotiation.
  • Be able to use information technology in negotiation.
  • Understand the ethical issues concerning negotiation.
  • Basic business negotiation research.

The assignments consist of individual papers, group assignments and active participation in virtual seminars. Examination will take place continuously during the course.

Prescribed Texts:

A list of texts and readings will be provided at the start of the course.

Breadth Options:

This subject is not available as a breadth subject.

Fees Information: Subject EFTSL, Level, Discipline & Census Date
Links to further information:
Related Course(s): U21 Certificate in Global Issues
U21 Diploma in Global Issues

Download PDF version.