Available in 2021
Course code



10 units


6000 level

Course handbook


This course draws on research from different disciplines to examine how cultural and institutional differences may impact business relationships, communication, management and negotiations. Students will gain an understanding of the importance of the cultural context, values, norms and institutions for management and business operations in developing, transition and developed economies. In this course students will take a highly experiential approach to learning, with students developing cross-cultural communication, management and negotiation skills through in-class exercises, self-assessment and group assessment exercises.

Availability2021 Course Timetables

Sydney Elizabeth Street

  • Trimester 2 - 2021

Newcastle City Precinct

  • Trimester 2 - 2021

Learning outcomes

On successful completion of the course students will be able to:

1. Critically discuss alternative theories, assumptions, debates and contemporary issues in cross-cultural management

2. Apply relevant theories, models and concepts to issues relating cross-cultural management and negotiations

3. Identify appropriate negotiation styles relevant for negotiations with business partners with different cultural backgrounds and from countries at various stages of socio-economic development

4. Work independently and collaboratively in class exercises while reflecting on individual, group and process dynamics resulting from cross-cultural differences and similarities


The content in this course includes the following:

Developing global understanding

  • Developing cross-cultural understanding - what is culture and how it impacts business and management
  • Theories and models for analysing cultures. Critique of cultural values models
  • Theories and models for analysing informal and formal societal level institutions. Differentiating culture from institutions
  • Culture and organisation. Reconciling cultural dilemmas between national and corporate cutlure and implications for HRM
  • Contemporary issues in managing across cultures

Developing global management skills

  • Cross-cultural psychology and communication styles and strategies
  • Culture and Leadership – Managing cultural and religious diversity - Strategies for Multicultural Teams
  • International business negotiations – what is negotiation and when should you use it? Types and stages of negotiations
  • Negotiation strategy and communication tactics
  • Managing ethical conflicts
  • Culture and work challenges - how to manage culture, work and motivation? How to manage cross-cultural teams?
  • Living and working abroad - how to manage global assignments?


To enrol in this course you must be active in the Master of Business Administration (Global) programs [40160] or [40218].

Assumed knowledge

Successful completion of GMBA6001 Globalisation and Business

Assessment items

Case Study / Problem Based Learning: Individual Cross-Cultural Case Study

Presentation: Group Negotiation

Written Assignment: Individual Reflective Journal

Contact hours

Newcastle City Precinct and Sydney Elizabeth Street


Face to Face On Campus 3 hour(s) per Week for 12 Weeks starting in week 1

This course consists of 39 hours of lecturer-guided instruction per teaching period, offered in three hour workshops per week.

The University of Newcastle acknowledges the traditional custodians of the lands within our footprint areas: Awabakal, Darkinjung, Biripai, Worimi, Wonnarua, and Eora Nations. We also pay respect to the wisdom of our Elders past and present.