Cross-Cultural Management and Negotiations

Course code IBUS2001Units 10Level 2000Faculty of Business and LawNewcastle Business School

National as well as organisational culture plays an important role in managerial effectiveness and business performance of firms engaged in cross-border operations. The theory and practice of management and negotiation in a cross-cultural international context is examined with models of cross cultural management critiqued and applied to contemporary business cases. The challenges of operating international business relationships with diverse workforces are critically analysed. Course topics include understanding decision-making and sense-making by managers in terms of their mental models; organising and managing diverse teams; conflict management and negotiations; understanding cultural differences; and mapping institutional differences across countries. Focus is directed upon cross-country and cross-institutional negotiations; leadership types; and the concept of 'global managers'. Adopting a problem based learning approach using relevant cases and experiences, the course emphasises the importance of communication as an essential attribute and provides practical examples of cross-cultural negotiation in relevant business environments.

Available in 2015

Callaghan CampusSemester 2
Previously offered in 2014
ObjectivesOn successful completion of this course, students will be able to:
1. Demonstrate an integrative understanding of the ethical, social, and cultural issues in cross cultural management and
2. Identify the key issues raised by international business cases in cross cultural management and negotiations
3. Apply and reflect upon analytical and theoretical frameworks to cross cultural settings
4. Demonstrate strategic thinking and conduct strategic analysis of business opportunities in across cultural environments.
5. Interact with team members within a problem based learning structure to effectively coordinate and communicate project and
case study outcomes.
6. Identify, analyse, evaluate and communicate information reflective of negotiation and management formats and in cross
cultural contexts.
ContentTopics in this course may include:
1. Globalisation and cross culture management
2. Understanding dimensions and theories of Culture
3. Ethics and social responsibility
4. Managing cross countries and Regions
5. Managing culturally diverse organisations and multicultural team
6. Negotiation instruction, skills and styles
7. Negotiation in diverse cultures
8. Leadership across cultures
9. Motivation across cultures
10. Human resource selection and development across cultures
Replacing Course(s)N/A
Industrial Experience0
Assumed KnowledgeNil
Modes of DeliveryInternal Mode
Teaching MethodsLecture
Assessment Items
Examination: ClassMid Semester
Examination: FormalEnd of Semester examination period
Other: (please specify)Class participation
Contact HoursLecture: for 2 hour(s) per Week for Full Term
Tutorial: for 1 hour(s) per Week for 12 weeks
Timetables2015 Course Timetables for IBUS2001