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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
Session First Sub Session 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?

Are there a limited number of places available?

No

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.


In light of Covid-19 this information is indicative and may be subject to change.

Contact Teaching Time

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

Teaching Breakdown

More Information about Week Numbers


In light of Covid-19 and the move to blended learning delivery the assessment information advertised for second half-session courses may be subject to change. All updates for second-half session courses will be actioned in advance of the second half-session teaching starting. Please check back regularly for updates.

Summative Assessments

Practical Assignment (40%)

Assessment Type Summative Weighting 40
Assessment Weeks Feedback Weeks

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Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

2x Practical Assignment (30% each)

Assessment Type Summative Weighting 60
Assessment Weeks Feedback Weeks

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Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

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

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Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Course Learning Outcomes

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

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