BU5072: Negotiation and Cross-cultural management

BU5072: NEGOTIATION AND CROSS-CULTURAL MANAGEMENT (2019-2020)

Last modified: 02 Oct 2019 09:05

Course Overview

Business cannot be conducted without some form of communication between the participants involved. This course examines a wide variety of different types of interpersonal communication in different types of business contexts and, by so doing, provides students with a detailed and practical overview of this vitally important subject area.

Course Details

Study Type	Postgraduate	Level	5
Term	First Term	Credit Points	15 credits (7.5 ECTS credits)
Campus	Aberdeen	Sustained Study	No
Co-ordinators	Dr Cheryl Dowie

What courses & programmes must have been taken before this course?

One of MSc Environmental Partnership Management or MSc Strategic Studies and Management or MSc International Business Management or MSc Management Consultancy or MSc Marketing Management or Master of Science Professional Communication or Master of Laws in International Law and Strategic Studies

What other courses must be taken with this course?

None.

What courses cannot be taken with this course?

BU5038 Interpersonal Management, Negotiation and Persuasion (Passed)

Are there a limited number of places available?

Course Description

The course will address and examine the following business communication subject matter: negotiation; selling; business rhetoric (e.g. advertising and pitching); management and team communication; and web-presence communication on the internet. In-course assessments will be via a number of business communication simulations and role-play exercises developed by the course co-ordinator and previously used in universities and business schools throughout the world.

Contact Teaching Time

Information on contact teaching time is available from the course guide.

Teaching Breakdown

More Information about Week Numbers

Details, including assessments, may be subject to change until 21st September 2026 for Term 1 and Full Year courses and 8th January 2027 for Term 2 courses.

Summative Assessments

Practical Assignment (40%)

Assessment Type	Summative	Weighting	40
Assessment Weeks		Feedback Weeks		Look up Week Numbers
Feedback

Learning Outcomes

Sorry, we don't have this information available just now. Please check the course guide on or with the Course Coordinator
Knowledge Level	Thinking Skill	Outcome

2x Practical Assignment (30% each)

Assessment Type	Summative	Weighting	60
Assessment Weeks		Feedback Weeks		Look up Week Numbers
Feedback

Learning Outcomes

Sorry, we don't have this information available just now. Please check the course guide on or with the Course Coordinator
Knowledge Level	Thinking Skill	Outcome

Formative Assessment

There are no assessments for this course.

Resit Assessments

Re-sit of the two of the three assignments if an overall fail is recorded at the first attempt

Assessment Type	Summative	Weighting
Assessment Weeks		Feedback Weeks	Look up Week Numbers
Feedback

Learning Outcomes

Sorry, we don't have this information available just now. Please check the course guide on or with the Course Coordinator
Knowledge Level	Thinking Skill	Outcome

Course Learning Outcomes

Knowledge Level	Thinking Skill	Outcome
Conceptual	Understand	To gain an enhanced theoretical and analytical understanding of the primordial role and status of communication in various business contexts.
Conceptual	Understand	To help students understand how to spot value-creating opportunities, manage conflicts efficiently and objectively, and handle difficult conversations through effective negotiation.
Procedural	Apply	To apply interpersonal and rhetoric verbal and nonverbal skills required to achieve successful outcomes in business negotiations.
Procedural	Analyse	To analyse the role of culture and international differences within a business environment.
Reflection	Evaluate	To evaluate the negotiation strategies and tactics used by themselves and their counterparts during the simulation role-play exercises conducted in class.
Reflection	Create	To create a learning environment where students can experience the ‘realness’ and flavour’ of a real-life negotiations environment through the simulation exercises (McGrath, 1966).

51cg