What will I learn on this module?
In this module you will be exploring the essence of negotiations in an international business setting. This module complements and builds on the cross-cultural management theory that you will acquire in the core module (SM9532) in semester one. The module emphasises on applying the theoretical concepts of cross-cultural management in practical and real-life scenarios. You will be introduced to the concept of balancing the tangible and intangible aspects of negotiation. After completing the module, you will be able to (1) identify, analyse, and resolve conflict situations during business negotiation; (2) identify, understand, and overcome cultural and national stereotypes; (3) improve your soft skills and interpersonal communication.
How will I learn on this module?
In this module you will have weekly one-hour lecture where you will be exposed to the theories and concepts, and weekly two-hour seminars focusing on case discussions and group exercises. A Teaching and Learning Plan will guide your engagement schedule in the module.
Your directed study will support the work you have undertaken in the classroom and seminar sessions. Your independent learning is set aside and help you gain a deeper understanding of the topic.
The electronic learning platform Blackboard Ultra will make available digital content. All of this will be aimed at enhancing critical thinking and independent learning.
How will I be supported academically on this module?
Your class lectures are supported by two-hour weekly seminars with extensive formative feedback on specific tasks you will do. You will have access to a variety of learning materials available through Blackboard Ultra the e-learning platform. You will also be provided with readings for each of the themes to assist conceptual and applied understanding of the various facets of business negotiation as it relates to international business contexts. The reading materials will include books, journal articles, reports and case studies.
What will I be expected to read on this module?
All modules at Northumbria include a range of reading materials that students are expected to engage with. Online reading lists (provided after enrolment) give you access to your reading material for your modules. The Library works in partnership with your module tutors to ensure you have access to the material that you need.
What will I be expected to achieve?
Knowledge & Understanding:
• Understand different types and levels of international business negotiation
• To analyse problems and issues in cross-cultural communication (both virtual and face-to-face) in an international business context
• Understand how inter-personal and soft skills influence international business negotiations
• To identify, analyse, and handle issues related to international business negotiations
• To understand the managerial implications of successful/unsuccessful international business negotiations
Intellectual / Professional skills & abilities:
• Research, analysis and synthesis skills; presentation skills; negotiation skills, soft skills – MLO3
• Reflection and succinct expression of learnt content – MLO4
Personal Values Attributes (Global / Cultural awareness, Ethics, Curiosity) (PVA):
•
• Develop an awareness of cultural and national stereotypes
• Identify strategies to overcome stereotypes and engage in successful international business negotiation
How will I be assessed?
Formative assessment:
This will occur in terms of tutor feedback throughout the semester on individual and group work in discussions and presentation tasks.
Summative assessment:
Group work 80%
This will cover case discussions, presentation, role plays, and peer evaluation.
Reflective statement (500-800 words) 20%
This will cover your reflection on individual learning and development during the course of the module.
Pre-requisite(s)
SM9532
Co-requisite(s)
None
Module abstract
This module helps you explore the essence of negotiations in an international business setting. The module emphasises on applying the theoretical concepts of cross-cultural management in practical and real-life scenarios. The module will introduce you to the concept of balancing the tangible and intangible aspects of negotiation. The module will help you develop your soft skills, intern-personal communication, and cultural intelligence.
Course info
UCAS Code N180
Credits 20
Level of Study Undergraduate
Mode of Study 3 years Full Time or 4 years with a placement (sandwich)/study abroad
Department Newcastle Business School
Location City Campus, Northumbria University
City Newcastle
Start September 2025
All information is accurate at the time of sharing.
Full time Courses are primarily delivered via on-campus face to face learning but could include elements of online learning. Most courses run as planned and as promoted on our website and via our marketing materials, but if there are any substantial changes (as determined by the Competition and Markets Authority) to a course or there is the potential that course may be withdrawn, we will notify all affected applicants as soon as possible with advice and guidance regarding their options. It is also important to be aware that optional modules listed on course pages may be subject to change depending on uptake numbers each year.
Contact time is subject to increase or decrease in line with possible restrictions imposed by the government or the University in the interest of maintaining the health and safety and wellbeing of students, staff, and visitors if this is deemed necessary in future.
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