 Student  Enrolment  Units  Unit

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 Outline: Semester 2 2022 Gardens Poin

Unit Outline:
Semester 2 2022 Gardens Point Internal

Unit code: MGB225

Credit points: 12

Pre-requisite: 48 credit points of completed studies

Equivalent: MGX225

Coordinator: Nasreen Sultana | n.sultana@qut.edu.au

Disclaimer - Offer of some units is subject to viability, and information in these Unit Outlines is
subject to change prior to commencement of the teaching period.

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:

1. Identify and analyse culture and communication issues and make recommendations,
drawing on a review of relevant theories and frameworks.
Relates to: UG Business Capabilities:
HO (2.1), KS (1.1)
 2. Analyse negotiation situations to identify and select appropriate strategies and tactics and
evaluate their effectiveness with reference to negotiation outcomes.
Relates to: UG Business Capabilities:
HO (2.1), HO (2.2)

3. 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)

4. Apply teamwork knowledge and skills to work effectively with others.

Relates to: UG Business Capabilities:
TS (4.2)

5. 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 Blackboard. 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.

COVID-19 restrictions may require changes to the planned Learning Approaches described here. 
Students should refer to the unit Blackboard site for the latest information.

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

Unit Grading Scheme

7- point scale

Assessment Submission and Extensions

Assignments submitted without an approved extension will not be marked and will receive a grade
of 1 or 0%. You can apply for an automatically approved 48-hour extension or if extenuating
circumstances prevent you from meeting the assignment due date, you can apply for a longer
extension . If you don't have an approved extension you should submit the work you have done
by the due date and it will be marked against the assessment criteria.
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 is an assignment for the purposes of an extension.

Weight: 40
Length: 1,500 words
Individual/Group: Individual
Due (indicative): Week 5
Related Unit learning outcomes:
1,
2,
5
Related Standards: UG Business Capabilities:
HO (2.1), HO (2.2), KS (1.1), PC (3.1)

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.

Weight: 30
Length: One 1500 word Group Negotiation Plan and online peer evaluation.
Individual/Group: Group
Due (indicative): Group Negotiation Plan due Week 8
Peer Evaluation due Week 11
Related Unit learning outcomes:
2,
4,
5
Related Standards: UG Business Capabilities:
HO (2.1), HO (2.2), PC (3.1), TS (4.2)

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 is an assignment for the purposes of an extension.

Weight: 30
Length: 1,500 word individual reflection essay
Individual/Group: Individual
Due (indicative): Week 13
Related Unit learning outcomes:
2,
3,
5
Related Standards: UG Business Capabilities:
HO (2.2), PC (3.1), TS (4.1)
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 Blackboard 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

CLO1 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

CLO3 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

CLO4 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

CLO5 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

CLO7 Exercise self-reflection, responsibility and accountability in relation to own learning

and professional practice.

Relates to:
ULO3, Negotiation and Individual Reflection

CLO8 Apply teamwork knowledge and skills for effective collaboration across diverse
purposes and contexts.

Relates to:
ULO4, Group Negotiation Plan and Peer Evaluation

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