Negotiating in Global Context - MGMT5912

Faculty: UNSW Business School

School: School of Management

Course Outline: MGMT5912

Campus: Sydney

Career: Postgraduate

Units of Credit: 6

EFTSL: 0.12500 (more info)

Indicative Contact Hours per Week: 3

CSS Contribution Charge: 3 (more info)

Tuition Fee: See Tuition Fee Schedule

Further Information: See Class Timetable

View course information for previous years.


Solving problems in a global era involves resolving inter-personal and inter-group differences and doing so with an appreciation for cross-cultural differences. This course provides students with concepts and skills for negotiation in a variety of situations ranging from buying a used car to negotiating a multi-billion dollar contract between a mining company and a city government with serious environmental and economic consequences. Examples and materials used in this course are taken from international contexts.
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