BU5072: Negotiation and Cross-Cultural Management

BU5072: NEGOTIATION AND CROSS-CULTURAL MANAGEMENT (2026-2027)

Last modified: 24 Jul 2026 15:46

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	Mr Russell Williams

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

One of MSc Environmental Partnership Management or Master Of Science In International Relations And Management (Studied) or MSc Strategic Studies and Management or Master Of Science In Politics, Public Policy And Management (Sept) or MSc In International Business And Finance or MSc International Business Management or MSc Management Consultancy or Msc In Real Estate or MSc Marketing Management or Master Of Science In International Human Resource Management or Msc In International Tourism Management (September Start) or Master Of Science In Cultural And Creative Communication or Master of Science Professional Communication or Master Of Science In Global Business 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

Essay

Assessment Type	Summative	Weighting	75
Assessment Weeks		Feedback Weeks		Look up Week Numbers
Feedback	1,700-word essay worth 75% of overall grade. Feedback available via MyAberdeen.	Word Count	1700

Learning Outcomes

Knowledge Level	Thinking Skill	Outcome
Conceptual	Analyse	To analyse the role of culture and international differences within a business environment.
Conceptual	Evaluate	Demonstrate an understanding of how key principles of verbal and nonverbal communication can be applied to the process of negotiation.
Conceptual	Understand	To gain an enhanced theoretical and analytical understanding of the primordial role and status of communication in various business contexts.
Procedural	Understand	To help students understand how to spot value-creating opportunities, manage conflicts efficiently and objectively, and handle difficult conversations through effective negotiation.

Oral Presentation: Group

Assessment Type	Summative	Weighting	25
Assessment Weeks		Feedback Weeks		Look up Week Numbers
Feedback	12-minute group presentation worth 25% of overall grade.

Learning Outcomes

Knowledge Level	Thinking Skill	Outcome
Conceptual	Evaluate	Demonstrate an understanding of how key principles of verbal and nonverbal communication can be applied to the process of negotiation.
Conceptual	Understand	To gain an enhanced theoretical and analytical understanding of the primordial role and status of communication in various business contexts.
Procedural	Understand	To help students understand how to spot value-creating opportunities, manage conflicts efficiently and objectively, and handle difficult conversations through effective negotiation.

Formative Assessment

There are no assessments for this course.

Resit Assessments

Essay

Assessment Type	Summative	Weighting	100
Assessment Weeks		Feedback Weeks		Look up Week Numbers
Feedback	3 essay questions; answers should be approx. 600 words each.	Word Count	1800

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	Evaluate	Demonstrate an understanding of how key principles of verbal and nonverbal communication can be applied to the process of negotiation.
Conceptual	Analyse	To analyse the role of culture and international differences within a business environment.
Procedural	Understand	To help students understand how to spot value-creating opportunities, manage conflicts efficiently and objectively, and handle difficult conversations through effective negotiation.
Conceptual	Understand	To gain an enhanced theoretical and analytical understanding of the primordial role and status of communication in various business contexts.

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