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The course develops students' abilities to identify and resolve problems in cross-cultural communication or negotiation situations where cultural differences have created misunderstandings or undesirable or unexpected outcomes. It first explores the concept of 'national culture' by considering the work of major theorists of cultural value dimensions. Students are encouraged to analyse communication/negotiation process issues in terms of these value dimensions and to practise managing the process of communication/negotiation to improve their outcomes.
Culture underpins all human activities. An ability to understand and manage the ways culture impacts on communication and negotiation is essential for business professionals in both national and international contexts. Most business professionals are challenged with managing a culturally diverse workforce and/or undertaking business within a multi-cultural environment. In order to achieve effective interpersonal and corporate communication skills and be able to successfully negotiate within and across country specific or international organisations, you first need to understand the influence of culture. You can then modify your communication style to effectively communicate and negotiate with culturally different colleagues, competitors and clients. This unit builds on your prior learning in management, people and organisations to provide you with the conceptual frameworks and interpersonal skills to enhance your organisational and management capabilities at the local, national and international business levels.
The aim of this unit is to provide you with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation in various business contexts with particular emphasis on the influence of culture on communication and negotiation.
Course Assurance of Learning Goals (Undergraduate)
The QUT Business School has established the Assurance of Learning (AoL) Goals to meet contemporary industry needs and standards. Achieving these learning outcomes will assist you to meet the desired graduate outcomes set at QUT - aligned with other internationally renowned business schools. Students will develop the following capabilities relevant to a contemporary global and sustainable business environment:
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Unit Learning Outcomes
On completion of this unit, students should be able to:
1. Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
2. Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
3. Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.
4. Apply teamwork knowledge and skills to work effectively with others.
5. Use information literacy and written communication skills for intercultural communication and negotiation.
The specific course learning goals and unit learning outcomes that apply to this unit are shown in the assessment section of this unit outline.
. Core communication concepts
. Intercultural online communication
. Models of national culture
. Communication in negotiation
. Communicating across cultures
. Indigenous knowledge within the negotiation context
. E-negotiation versus face-to-face negotiation
. Negotiation strategies and tactics
. Negotiation planning and strategy
. Intercultural and international negotiation
. Multiple parties and team negotiation
. Negotiation ethics
. Best practices in negotiations
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Lectures involve the use of power-point slides, videos, industry/everyday examples, discussion, and analysis of theory. Tutorials focus on case analysis, negotiation simulations, group discussions, and refelections.
This unit uses text matching tools in BlackBoard. These text matching tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text matching tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
QUT is committed to maintaining high academic standards to protect the value of its qualifications. To assist you in assuring the academic integrity of your assessment you are encouraged to make use of the support materials and services available to help you consider and check your assessment items. Important information about the university's approach to academic integrity of assessment is on your unit Blackboard site.
A breach of academic integrity is regarded as Student Misconduct and can lead to the imposition of penalties.
A textbook for this unit is available to buy from the University Bookshop in the Student Guild and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015)
Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Additional Sources can also be found at the unit's Blackboard site and via QUT Readings.
There are no out of the ordinary costs associated with the unit.
There are no out-of-the-ordinary risks associated with lectures or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
You can apply to study this unit for personal or professional development
Apply now for single-unit study
You can apply to study this unit for credit towards a course at another university
Apply now for cross-institutional study