MGB225 Intercultural Communication and Negotiation Skills
To view more information for this unit, select Unit Outline from the list below. Please note the teaching period for which the Unit Outline is relevant.
| Unit code: | MGB225 |
|---|---|
| Prerequisite(s): | 48 credit points of completed studies |
| Equivalent(s): | MGX225 |
| Credit points: | 12 |
| Timetable | Details in HiQ, if available |
| Availabilities |
|
| CSP student contribution | $2,040 |
| Pre-2021 CSP student contribution | $1,597 The pre-2021 commonwealth supported place (CSP) contribution amount only applies to students enrolled in a course prior to 2021. To learn more, visit our Understanding your fees page. |
| Domestic tuition unit fee | $3,024 |
| International unit fee | $4,176 |
Unit Outline: Semester 1 2024, Gardens Point, Internal
| Unit code: | MGB225 |
|---|---|
| Credit points: | 12 |
| Pre-requisite: | 48 credit points of completed studies |
| Equivalent: | MGX225 |
| Coordinator: | Elisabeth Hetterich | elisabeth.hetterich@qut.edu.au |
Overview
Understanding and managing the ways culture impacts communication within a culturally diverse workforce and negotiation in a multi-cultural environment is essential for business professionals operating in national and international contexts. By understanding cultural influences, managers can then modify their communication style to communicate and negotiate effectively with culturally diverse colleagues, competitors and clients. The aim of this unit is to provide students with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation across various business contexts with particular emphasis on the influence of culture on communication and negotiation. This unit is fundamental to management and builds on prior core learning in management, people and organisations to provide conceptual frameworks and interpersonal skills to enhance organisational and management capabilities at local, national and international business levels.
Learning Outcomes
On successful completion of this unit you will be able to:
- Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
- Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
- Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.Relates to: UG Business Capabilities: TS (4.1)
- Apply teamwork knowledge and skills to work effectively with others.Relates to: UG Business Capabilities: TS (4.2)
- Use information literacy and written communication skills for intercultural communication and negotiation.Relates to: UG Business Capabilities: PC (3.1)
Content
- Core communication concepts
- Intercultural and online communication
- Models of national culture
- Communication in negotiation
- Communicating across cultures
- Cultural transformation and global leadership
- Indigenous knowledge within a cultural context
- E-negotiation versus face-to-face negotiation
- Negotiation strategies and tactics
- Negotiation planning and strategy
- Intercultural and international negotiation
- Multiparty and team negotiation
- Power in negotiation
- Ethics and best practices in negotiations
QUT Business Capabilities (Undergraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Learning Approaches
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Workshops and tutorials involve the use of powerpoint slides, videos, industry/everyday examples, discussion, analysis of theory, case analysis, negotiation simulations, group discussions, and reflections.
This unit uses text authentication tools in Canvas. These text authentication tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text authentication tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Case Analysis Report
You will carefully analyse the assigned case in the context of cultural differences to identify intercultural communication issues and relate them to theories/models covered in lectures. Based on existing literature, provide recommendations on how these problems can be overcome.
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Group Negotiation Plan and Peer Evaluation
You will work as a member of a negotiation team to plan, prepare, participate and demonstrate negotiation skills in an intercultural communication and negotiation simulation. As part of the preparation for the negotiation in Week 10, groups will submit a negotiation plan in Week 8. It is essential for the self-reflection assessment item 3 to participate in the negotiation simulation. Each member of the group will also submit an evaluation of the contribution of each team member to the negotiation plan and the Week 10 simulation in Week 11.
Extensions for the participation in the negotiation simulation and the submission of the Group Negotiation Plan will not be granted.
Assessment: Negotiation and Individual Reflection
Based on your participation in the negotiation simulation during Week 10, you will write an individual reflective essay that identifies two critical incidents or events during this simulation. It is essential for this final assessment item to participate in the team negotiation simulation during Week 10.
Formative or Summative: Summative.
Business Capabilities (AoL goals): HO (2.2), PC (3.1), TS (4.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Students are expected to engage in learning and assessment at QUT with honesty, transparency and fairness. Maintaining academic integrity means upholding these principles and demonstrating valuable professional capabilities based on ethical foundations.
Failure to maintain academic integrity can take many forms. It includes cheating in examinations, plagiarism, self-plagiarism, collusion, and submitting an assessment item completed by another person (e.g. contract cheating). It can also include providing your assessment to another entity, such as to a person or website.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Further details of QUT’s approach to academic integrity are outlined in the Academic integrity policy and the Student Code of Conduct. Breaching QUT’s Academic integrity policy is regarded as student misconduct and can lead to the imposition of penalties ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015) Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Recommended text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Ferrarro, G. P. and Briody, E. K. (2017) The Cultural Dimension of Global Business (8th Edition). Oxon and New York, Routledge. ISBN. 978-1138202290. Students are encouraged to purchase or view an online edition of this textbook via the QUT Library website.
Reference book(s)
Additional Sources can also be found at the unit's Canvas site and via QUT Readings.
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with workshops or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Standards/Competencies
This unit is designed to support your development of the following standards\competencies.
QUT Business Capabilities (Undergraduate)
HO (2.1): Critical Analysis
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation
HO (2.2): Independent Judgement and Decision-Making
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
KS (1.1): Discipline Knowledge
Relates to: ULO1, Case Analysis Report
PC (3.1): Professional Communication (Written)
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
TS (4.1): Self-Reflection and Accountability
Relates to: ULO3, Negotiation and Individual Reflection
TS (4.2): Teamwork Knowledge and Skills
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Course Learning Outcomes
This unit is designed to support your development of the following course/study area learning outcomes.BS05 Bachelor of Business
- Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines.
Relates to: ULO1, Case Analysis Report - Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice.
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation - Exercise independent judgement and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts.
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
Relates to: ULO3, Negotiation and Individual Reflection - Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts.
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Unit Outline: Semester 1 2024, Online
| Unit code: | MGB225 |
|---|---|
| Credit points: | 12 |
| Pre-requisite: | 48 credit points of completed studies |
| Equivalent: | MGX225 |
Overview
Understanding and managing the ways culture impacts communication within a culturally diverse workforce and negotiation in a multi-cultural environment is essential for business professionals operating in national and international contexts. By understanding cultural influences, managers can then modify their communication style to communicate and negotiate effectively with culturally diverse colleagues, competitors and clients. The aim of this unit is to provide students with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation across various business contexts with particular emphasis on the influence of culture on communication and negotiation. This unit is fundamental to management and builds on prior core learning in management, people and organisations to provide conceptual frameworks and interpersonal skills to enhance organisational and management capabilities at local, national and international business levels.
Learning Outcomes
On successful completion of this unit you will be able to:
- Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
- Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
- Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.Relates to: UG Business Capabilities: TS (4.1)
- Apply teamwork knowledge and skills to work effectively with others.Relates to: UG Business Capabilities: TS (4.2)
- Use information literacy and written communication skills for intercultural communication and negotiation.Relates to: UG Business Capabilities: PC (3.1)
Content
- Core communication concepts
- Intercultural and online communication
- Models of national culture
- Communication in negotiation
- Communicating across cultures
- Cultural transformation and global leadership
- Indigenous knowledge within a cultural context
- E-negotiation versus face-to-face negotiation
- Negotiation strategies and tactics
- Negotiation planning and strategy
- Intercultural and international negotiation
- Multiparty and team negotiation
- Power in negotiation
- Ethics and best practices in negotiations
QUT Business Capabilities (Undergraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Learning Approaches
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Workshops and tutorials involve the use of powerpoint slides, videos, industry/everyday examples, discussion, analysis of theory, case analysis, negotiation simulations, group discussions, and reflections.
This unit uses text authentication tools in Canvas. These text authentication tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text authentication tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Case Analysis Report
You will carefully analyse the assigned case in the context of cultural differences to identify intercultural communication issues and relate them to theories/models covered in lectures. Based on existing literature, provide recommendations on how these problems can be overcome.
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Group Negotiation Plan and Peer Evaluation
You will work as a member of a negotiation team to plan, prepare, participate and demonstrate negotiation skills in an intercultural communication and negotiation simulation. As part of the preparation for the negotiation in Week 10, groups will submit a negotiation plan in Week 8. It is essential for the self-reflection assessment item 3 to participate in the negotiation simulation. Each member of the group will also submit an evaluation of the contribution of each team member to the negotiation plan and the Week 10 simulation in Week 11.
Extensions for the participation in the negotiation simulation and the submission of the Group Negotiation Plan will not be granted.
Assessment: Negotiation and Individual Reflection
Based on your participation in the negotiation simulation during Week 10, you will write an individual reflective essay that identifies two critical incidents or events during this simulation. It is essential for this final assessment item to participate in the team negotiation simulation during Week 10.
Formative or Summative: Summative.
Business Capabilities (AoL goals): HO (2.2), PC (3.1), TS (4.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Students are expected to engage in learning and assessment at QUT with honesty, transparency and fairness. Maintaining academic integrity means upholding these principles and demonstrating valuable professional capabilities based on ethical foundations.
Failure to maintain academic integrity can take many forms. It includes cheating in examinations, plagiarism, self-plagiarism, collusion, and submitting an assessment item completed by another person (e.g. contract cheating). It can also include providing your assessment to another entity, such as to a person or website.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Further details of QUT’s approach to academic integrity are outlined in the Academic integrity policy and the Student Code of Conduct. Breaching QUT’s Academic integrity policy is regarded as student misconduct and can lead to the imposition of penalties ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015) Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Recommended text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Ferrarro, G. P. and Briody, E. K. (2017) The Cultural Dimension of Global Business (8th Edition). Oxon and New York, Routledge. ISBN. 978-1138202290. Students are encouraged to purchase or view an online edition of this textbook via the QUT Library website.
Reference book(s)
Additional Sources can also be found at the unit's Canvas site and via QUT Readings.
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with workshops or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Standards/Competencies
This unit is designed to support your development of the following standards\competencies.
QUT Business Capabilities (Undergraduate)
HO (2.1): Critical Analysis
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation
HO (2.2): Independent Judgement and Decision-Making
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
KS (1.1): Discipline Knowledge
Relates to: ULO1, Case Analysis Report
PC (3.1): Professional Communication (Written)
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
TS (4.1): Self-Reflection and Accountability
Relates to: ULO3, Negotiation and Individual Reflection
TS (4.2): Teamwork Knowledge and Skills
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Course Learning Outcomes
This unit is designed to support your development of the following course/study area learning outcomes.BS05 Bachelor of Business
- Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines.
Relates to: ULO1, Case Analysis Report - Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice.
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation - Exercise independent judgement and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts.
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
Relates to: ULO3, Negotiation and Individual Reflection - Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts.
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Unit Outline: Semester 2 2024, Gardens Point, Internal
| Unit code: | MGB225 |
|---|---|
| Credit points: | 12 |
| Pre-requisite: | 48 credit points of completed studies |
| Equivalent: | MGX225 |
Overview
Understanding and managing the ways culture impacts communication within a culturally diverse workforce and negotiation in a multi-cultural environment is essential for business professionals operating in national and international contexts. By understanding cultural influences, managers can then modify their communication style to communicate and negotiate effectively with culturally diverse colleagues, competitors and clients. The aim of this unit is to provide students with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation across various business contexts with particular emphasis on the influence of culture on communication and negotiation. This unit is fundamental to management and builds on prior core learning in management, people and organisations to provide conceptual frameworks and interpersonal skills to enhance organisational and management capabilities at local, national and international business levels.
Learning Outcomes
On successful completion of this unit you will be able to:
- Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
- Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
- Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.Relates to: UG Business Capabilities: TS (4.1)
- Apply teamwork knowledge and skills to work effectively with others.Relates to: UG Business Capabilities: TS (4.2)
- Use information literacy and written communication skills for intercultural communication and negotiation.Relates to: UG Business Capabilities: PC (3.1)
Content
- Core communication concepts
- Intercultural and online communication
- Models of national culture
- Communication in negotiation
- Communicating across cultures
- Cultural transformation and global leadership
- Indigenous knowledge within a cultural context
- E-negotiation versus face-to-face negotiation
- Negotiation strategies and tactics
- Negotiation planning and strategy
- Intercultural and international negotiation
- Multiparty and team negotiation
- Power in negotiation
- Ethics and best practices in negotiations
QUT Business Capabilities (Undergraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Learning Approaches
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Workshops and tutorials involve the use of powerpoint slides, videos, industry/everyday examples, discussion, analysis of theory, case analysis, negotiation simulations, group discussions, and reflections.
This unit uses text authentication tools in Canvas. These text authentication tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text authentication tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Case Analysis Report
You will carefully analyse the assigned case in the context of cultural differences to identify intercultural communication issues and relate them to theories/models covered in lectures. Based on existing literature, provide recommendations on how these problems can be overcome.
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Group Negotiation Plan and Peer Evaluation
You will work as a member of a negotiation team to plan, prepare, participate and demonstrate negotiation skills in an intercultural communication and negotiation simulation. As part of the preparation for the negotiation in Week 10, groups will submit a negotiation plan in Week 8. It is essential for the self-reflection assessment item 3 to participate in the negotiation simulation. Each member of the group will also submit an evaluation of the contribution of each team member to the negotiation plan and the Week 10 simulation in Week 11.
Extensions for the participation in the negotiation simulation and the submission of the Group Negotiation Plan will not be granted.
Assessment: Negotiation and Individual Reflection
Based on your participation in the negotiation simulation during Week 10, you will write an individual reflective essay that identifies two critical incidents or events during this simulation. It is essential for this final assessment item to participate in the team negotiation simulation during Week 10.
Formative or Summative: Summative.
Business Capabilities (AoL goals): HO (2.2), PC (3.1), TS (4.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Students are expected to engage in learning and assessment at QUT with honesty, transparency and fairness. Maintaining academic integrity means upholding these principles and demonstrating valuable professional capabilities based on ethical foundations.
Failure to maintain academic integrity can take many forms. It includes cheating in examinations, plagiarism, self-plagiarism, collusion, and submitting an assessment item completed by another person (e.g. contract cheating). It can also include providing your assessment to another entity, such as to a person or website.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Further details of QUT’s approach to academic integrity are outlined in the Academic integrity policy and the Student Code of Conduct. Breaching QUT’s Academic integrity policy is regarded as student misconduct and can lead to the imposition of penalties ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015) Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Recommended text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Ferrarro, G. P. and Briody, E. K. (2017) The Cultural Dimension of Global Business (8th Edition). Oxon and New York, Routledge. ISBN. 978-1138202290. Students are encouraged to purchase or view an online edition of this textbook via the QUT Library website.
Reference book(s)
Additional Sources can also be found at the unit's Canvas site and via QUT Readings.
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with workshops or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Standards/Competencies
This unit is designed to support your development of the following standards\competencies.
QUT Business Capabilities (Undergraduate)
HO (2.1): Critical Analysis
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation
HO (2.2): Independent Judgement and Decision-Making
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
KS (1.1): Discipline Knowledge
Relates to: ULO1, Case Analysis Report
PC (3.1): Professional Communication (Written)
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
TS (4.1): Self-Reflection and Accountability
Relates to: ULO3, Negotiation and Individual Reflection
TS (4.2): Teamwork Knowledge and Skills
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Course Learning Outcomes
This unit is designed to support your development of the following course/study area learning outcomes.BS05 Bachelor of Business
- Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines.
Relates to: ULO1, Case Analysis Report - Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice.
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation - Exercise independent judgement and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts.
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
Relates to: ULO3, Negotiation and Individual Reflection - Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts.
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Unit Outline: Semester 2 2024, Online
| Unit code: | MGB225 |
|---|---|
| Credit points: | 12 |
| Pre-requisite: | 48 credit points of completed studies |
| Equivalent: | MGX225 |
Overview
Understanding and managing the ways culture impacts communication within a culturally diverse workforce and negotiation in a multi-cultural environment is essential for business professionals operating in national and international contexts. By understanding cultural influences, managers can then modify their communication style to communicate and negotiate effectively with culturally diverse colleagues, competitors and clients. The aim of this unit is to provide students with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation across various business contexts with particular emphasis on the influence of culture on communication and negotiation. This unit is fundamental to management and builds on prior core learning in management, people and organisations to provide conceptual frameworks and interpersonal skills to enhance organisational and management capabilities at local, national and international business levels.
Learning Outcomes
On successful completion of this unit you will be able to:
- Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
- Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
- Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.Relates to: UG Business Capabilities: TS (4.1)
- Apply teamwork knowledge and skills to work effectively with others.Relates to: UG Business Capabilities: TS (4.2)
- Use information literacy and written communication skills for intercultural communication and negotiation.Relates to: UG Business Capabilities: PC (3.1)
Content
- Core communication concepts
- Intercultural and online communication
- Models of national culture
- Communication in negotiation
- Communicating across cultures
- Cultural transformation and global leadership
- Indigenous knowledge within a cultural context
- E-negotiation versus face-to-face negotiation
- Negotiation strategies and tactics
- Negotiation planning and strategy
- Intercultural and international negotiation
- Multiparty and team negotiation
- Power in negotiation
- Ethics and best practices in negotiations
QUT Business Capabilities (Undergraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Learning Approaches
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Workshops and tutorials involve the use of powerpoint slides, videos, industry/everyday examples, discussion, analysis of theory, case analysis, negotiation simulations, group discussions, and reflections.
This unit uses text authentication tools in Canvas. These text authentication tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text authentication tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Case Analysis Report
You will carefully analyse the assigned case in the context of cultural differences to identify intercultural communication issues and relate them to theories/models covered in lectures. Based on existing literature, provide recommendations on how these problems can be overcome.
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Group Negotiation Plan and Peer Evaluation
You will work as a member of a negotiation team to plan, prepare, participate and demonstrate negotiation skills in an intercultural communication and negotiation simulation. As part of the preparation for the negotiation in Week 10, groups will submit a negotiation plan in Week 8. It is essential for the self-reflection assessment item 3 to participate in the negotiation simulation. Each member of the group will also submit an evaluation of the contribution of each team member to the negotiation plan and the Week 10 simulation in Week 11.
Extensions for the participation in the negotiation simulation and the submission of the Group Negotiation Plan will not be granted.
Assessment: Negotiation and Individual Reflection
Based on your participation in the negotiation simulation during Week 10, you will write an individual reflective essay that identifies two critical incidents or events during this simulation. It is essential for this final assessment item to participate in the team negotiation simulation during Week 10.
Formative or Summative: Summative.
Business Capabilities (AoL goals): HO (2.2), PC (3.1), TS (4.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Students are expected to engage in learning and assessment at QUT with honesty, transparency and fairness. Maintaining academic integrity means upholding these principles and demonstrating valuable professional capabilities based on ethical foundations.
Failure to maintain academic integrity can take many forms. It includes cheating in examinations, plagiarism, self-plagiarism, collusion, and submitting an assessment item completed by another person (e.g. contract cheating). It can also include providing your assessment to another entity, such as to a person or website.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Further details of QUT’s approach to academic integrity are outlined in the Academic integrity policy and the Student Code of Conduct. Breaching QUT’s Academic integrity policy is regarded as student misconduct and can lead to the imposition of penalties ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015) Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Recommended text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Ferrarro, G. P. and Briody, E. K. (2017) The Cultural Dimension of Global Business (8th Edition). Oxon and New York, Routledge. ISBN. 978-1138202290. Students are encouraged to purchase or view an online edition of this textbook via the QUT Library website.
Reference book(s)
Additional Sources can also be found at the unit's Canvas site and via QUT Readings.
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with workshops or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Standards/Competencies
This unit is designed to support your development of the following standards\competencies.
QUT Business Capabilities (Undergraduate)
HO (2.1): Critical Analysis
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation
HO (2.2): Independent Judgement and Decision-Making
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
KS (1.1): Discipline Knowledge
Relates to: ULO1, Case Analysis Report
PC (3.1): Professional Communication (Written)
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
TS (4.1): Self-Reflection and Accountability
Relates to: ULO3, Negotiation and Individual Reflection
TS (4.2): Teamwork Knowledge and Skills
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Course Learning Outcomes
This unit is designed to support your development of the following course/study area learning outcomes.BS05 Bachelor of Business
- Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines.
Relates to: ULO1, Case Analysis Report - Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice.
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation - Exercise independent judgement and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts.
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
Relates to: ULO3, Negotiation and Individual Reflection - Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts.
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Unit Outline: Summer 2 2024, Gardens Point, Internal
| Unit code: | MGB225 |
|---|---|
| Credit points: | 12 |
| Pre-requisite: | 48 credit points of completed studies |
| Equivalent: | MGX225 |
Overview
Understanding and managing the ways culture impacts communication within a culturally diverse workforce and negotiation in a multi-cultural environment is essential for business professionals operating in national and international contexts. By understanding cultural influences, managers can then modify their communication style to communicate and negotiate effectively with culturally diverse colleagues, competitors and clients. The aim of this unit is to provide students with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation across various business contexts with particular emphasis on the influence of culture on communication and negotiation. This unit is fundamental to management and builds on prior core learning in management, people and organisations to provide conceptual frameworks and interpersonal skills to enhance organisational and management capabilities at local, national and international business levels.
Learning Outcomes
On successful completion of this unit you will be able to:
- Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
- Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
- Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.Relates to: UG Business Capabilities: TS (4.1)
- Apply teamwork knowledge and skills to work effectively with others.Relates to: UG Business Capabilities: TS (4.2)
- Use information literacy and written communication skills for intercultural communication and negotiation.Relates to: UG Business Capabilities: PC (3.1)
Content
- Core communication concepts
- Intercultural and online communication
- Models of national culture
- Communication in negotiation
- Communicating across cultures
- Cultural transformation and global leadership
- Indigenous knowledge within a cultural context
- E-negotiation versus face-to-face negotiation
- Negotiation strategies and tactics
- Negotiation planning and strategy
- Intercultural and international negotiation
- Multiparty and team negotiation
- Power in negotiation
- Ethics and best practices in negotiations
QUT Business Capabilities (Undergraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Learning Approaches
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Workshops and tutorials involve the use of powerpoint slides, videos, industry/everyday examples, discussion, analysis of theory, case analysis, negotiation simulations, group discussions, and reflections.
This unit uses text authentication tools in Canvas. These text authentication tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text authentication tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Case Analysis Report
You will carefully analyse the assigned case in the context of cultural differences to identify intercultural communication issues and relate them to theories/models covered in lectures. Based on existing literature, provide recommendations on how these problems can be overcome.
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Group Negotiation Plan and Peer Evaluation
You will work as a member of a negotiation team to plan, prepare, participate and demonstrate negotiation skills in an intercultural communication and negotiation simulation. As part of the preparation for the negotiation in Week 10, groups will submit a negotiation plan in Week 8. It is essential for the self-reflection assessment item 3 to participate in the negotiation simulation. Each member of the group will also submit an evaluation of the contribution of each team member to the negotiation plan and the Week 10 simulation in Week 11.
Extensions for the participation in the negotiation simulation and the submission of the Group Negotiation Plan will not be granted.
Assessment: Negotiation and Individual Reflection
Based on your participation in the negotiation simulation during Week 10, you will write an individual reflective essay that identifies two critical incidents or events during this simulation. It is essential for this final assessment item to participate in the team negotiation simulation during Week 10.
Formative or Summative: Summative.
Business Capabilities (AoL goals): HO (2.2), PC (3.1), TS (4.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Students are expected to engage in learning and assessment at QUT with honesty, transparency and fairness. Maintaining academic integrity means upholding these principles and demonstrating valuable professional capabilities based on ethical foundations.
Failure to maintain academic integrity can take many forms. It includes cheating in examinations, plagiarism, self-plagiarism, collusion, and submitting an assessment item completed by another person (e.g. contract cheating). It can also include providing your assessment to another entity, such as to a person or website.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Further details of QUT’s approach to academic integrity are outlined in the Academic integrity policy and the Student Code of Conduct. Breaching QUT’s Academic integrity policy is regarded as student misconduct and can lead to the imposition of penalties ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015) Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Recommended text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Ferrarro, G. P. and Briody, E. K. (2017) The Cultural Dimension of Global Business (8th Edition). Oxon and New York, Routledge. ISBN. 978-1138202290. Students are encouraged to purchase or view an online edition of this textbook via the QUT Library website.
Reference book(s)
Additional Sources can also be found at the unit's Canvas site and via QUT Readings.
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with workshops or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Standards/Competencies
This unit is designed to support your development of the following standards\competencies.
QUT Business Capabilities (Undergraduate)
HO (2.1): Critical Analysis
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation
HO (2.2): Independent Judgement and Decision-Making
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
KS (1.1): Discipline Knowledge
Relates to: ULO1, Case Analysis Report
PC (3.1): Professional Communication (Written)
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
TS (4.1): Self-Reflection and Accountability
Relates to: ULO3, Negotiation and Individual Reflection
TS (4.2): Teamwork Knowledge and Skills
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Course Learning Outcomes
This unit is designed to support your development of the following course/study area learning outcomes.BS05 Bachelor of Business
- Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines.
Relates to: ULO1, Case Analysis Report - Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice.
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation - Exercise independent judgement and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts.
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
Relates to: ULO3, Negotiation and Individual Reflection - Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts.
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Unit Outline: Summer 2 2024, Online
| Unit code: | MGB225 |
|---|---|
| Credit points: | 12 |
| Pre-requisite: | 48 credit points of completed studies |
| Equivalent: | MGX225 |
Overview
Understanding and managing the ways culture impacts communication within a culturally diverse workforce and negotiation in a multi-cultural environment is essential for business professionals operating in national and international contexts. By understanding cultural influences, managers can then modify their communication style to communicate and negotiate effectively with culturally diverse colleagues, competitors and clients. The aim of this unit is to provide students with key knowledge and a range of practical skills in interpersonal and corporate communication and negotiation across various business contexts with particular emphasis on the influence of culture on communication and negotiation. This unit is fundamental to management and builds on prior core learning in management, people and organisations to provide conceptual frameworks and interpersonal skills to enhance organisational and management capabilities at local, national and international business levels.
Learning Outcomes
On successful completion of this unit you will be able to:
- Identify and analyse culture and communication issues and make recommendations, drawing on a review of relevant theories and frameworks.
- Analyse negotiation situations to identify and select appropriate strategies and tactics and evaluate their effectiveness with reference to negotiation outcomes.
- Reflect on own learning in relation to application of negotiation strategies and tactics with reference to negotiation outcomes.Relates to: UG Business Capabilities: TS (4.1)
- Apply teamwork knowledge and skills to work effectively with others.Relates to: UG Business Capabilities: TS (4.2)
- Use information literacy and written communication skills for intercultural communication and negotiation.Relates to: UG Business Capabilities: PC (3.1)
Content
- Core communication concepts
- Intercultural and online communication
- Models of national culture
- Communication in negotiation
- Communicating across cultures
- Cultural transformation and global leadership
- Indigenous knowledge within a cultural context
- E-negotiation versus face-to-face negotiation
- Negotiation strategies and tactics
- Negotiation planning and strategy
- Intercultural and international negotiation
- Multiparty and team negotiation
- Power in negotiation
- Ethics and best practices in negotiations
QUT Business Capabilities (Undergraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge and Technological Skills (KS)
1.1 Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines
1.2 Apply technical and technological skills appropriate and effective for real world business purposes and contexts.
Higher Order Thinking (HO)
2.1 Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice
2.2 Exercise independent judgment and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Professional Communication (PC)
3.1 Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts
3.2 Use information literacy skills, and communicate effectively and professionally in oral forms, appropriate for diverse purposes and contexts.
Teamwork and Self (TS)
4.1 Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts
Social, Ethical and Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices in analysing and responding to business issues
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues in national and international business contexts.
Learning Approaches
A wide range of teaching and learning strategies are used in teaching this unit to create interactive learning experiences. Workshops and tutorials involve the use of powerpoint slides, videos, industry/everyday examples, discussion, analysis of theory, case analysis, negotiation simulations, group discussions, and reflections.
This unit uses text authentication tools in Canvas. These text authentication tools assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be expected to submit draft and/or final versions of one or more assignments using these text authentication tools. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Case Analysis Report
You will carefully analyse the assigned case in the context of cultural differences to identify intercultural communication issues and relate them to theories/models covered in lectures. Based on existing literature, provide recommendations on how these problems can be overcome.
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Group Negotiation Plan and Peer Evaluation
You will work as a member of a negotiation team to plan, prepare, participate and demonstrate negotiation skills in an intercultural communication and negotiation simulation. As part of the preparation for the negotiation in Week 10, groups will submit a negotiation plan in Week 8. It is essential for the self-reflection assessment item 3 to participate in the negotiation simulation. Each member of the group will also submit an evaluation of the contribution of each team member to the negotiation plan and the Week 10 simulation in Week 11.
Extensions for the participation in the negotiation simulation and the submission of the Group Negotiation Plan will not be granted.
Assessment: Negotiation and Individual Reflection
Based on your participation in the negotiation simulation during Week 10, you will write an individual reflective essay that identifies two critical incidents or events during this simulation. It is essential for this final assessment item to participate in the team negotiation simulation during Week 10.
Formative or Summative: Summative.
Business Capabilities (AoL goals): HO (2.2), PC (3.1), TS (4.1)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Students are expected to engage in learning and assessment at QUT with honesty, transparency and fairness. Maintaining academic integrity means upholding these principles and demonstrating valuable professional capabilities based on ethical foundations.
Failure to maintain academic integrity can take many forms. It includes cheating in examinations, plagiarism, self-plagiarism, collusion, and submitting an assessment item completed by another person (e.g. contract cheating). It can also include providing your assessment to another entity, such as to a person or website.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Further details of QUT’s approach to academic integrity are outlined in the Academic integrity policy and the Student Code of Conduct. Breaching QUT’s Academic integrity policy is regarded as student misconduct and can lead to the imposition of penalties ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Lewicki, R., Barry, B. and Saunders, D. (2015) Essentials of Negotiation (6th Edition). New York McGraw Hill. ISBN. 978-0077862466. Students are encouraged to purchase this textbook.
Recommended text(s)
A textbook for this unit is available to buy from the University Bookshop and is entitled: Ferrarro, G. P. and Briody, E. K. (2017) The Cultural Dimension of Global Business (8th Edition). Oxon and New York, Routledge. ISBN. 978-1138202290. Students are encouraged to purchase or view an online edition of this textbook via the QUT Library website.
Reference book(s)
Additional Sources can also be found at the unit's Canvas site and via QUT Readings.
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with workshops or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Standards/Competencies
This unit is designed to support your development of the following standards\competencies.
QUT Business Capabilities (Undergraduate)
HO (2.1): Critical Analysis
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation
HO (2.2): Independent Judgement and Decision-Making
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
KS (1.1): Discipline Knowledge
Relates to: ULO1, Case Analysis Report
PC (3.1): Professional Communication (Written)
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection
TS (4.1): Self-Reflection and Accountability
Relates to: ULO3, Negotiation and Individual Reflection
TS (4.2): Teamwork Knowledge and Skills
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation
Course Learning Outcomes
This unit is designed to support your development of the following course/study area learning outcomes.BS05 Bachelor of Business
- Demonstrate and apply integrated discipline (including technical) knowledge across the broad field of business with depth in one or more core business disciplines.
Relates to: ULO1, Case Analysis Report - Investigate real world business issues and situations through the effective analysis, evaluation and synthesis of theory and practice.
Relates to: ULO1, ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation - Exercise independent judgement and initiative in adapting and applying knowledge and skills for effective planning, problem solving and decision making in diverse contexts.
Relates to: ULO2, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Use information literacy skills, and communicate effectively and professionally in written forms and using media appropriate for diverse purposes and contexts.
Relates to: ULO5, Case Analysis Report, Group Negotiation Plan and Peer Evaluation, Negotiation and Individual Reflection - Exercise self-reflection, responsibility and accountability in relation to own learning and professional practice.
Relates to: ULO3, Negotiation and Individual Reflection - Apply teamwork knowledge and skills for effective collaboration across diverse purposes and contexts.
Relates to: ULO4, Group Negotiation Plan and Peer Evaluation