Module Catalogues, Xi'an Jiaotong-Liverpool University   
Module Code: MAN416
Module Title: Negotiating in International Environment
Module Level: Level 4
Module Credits: 5.00
Academic Year: 2019/20
Semester: SEM1
Originating Department: International Business School Suzhou
Pre-requisites: N/A
To prepare students with the skills and strategies to understand cultural differences in different countries, to resolve conflict and develop a lasting business relationship both domestically and internationally.
Learning outcomes 
A. Appreciate cultural aspects both within and outside China, and how cultural differences can impact on business negotiations.

B. Analyse problems and issues that arise when negotiating in an international context.

C. Understand the role of time and atmosphere in international business negotiations.

D. Appreciate the ethical aspects of business negotiations.

E. Apply strategies and techniques in negotiating business at the international level.

F. Comprehend and apply different dispute resolution techniques.

G. Demonstrate in-depth understanding of the main steps of the key account sales process.

H. Analyse customer demands and make recommendations for how best to respond to them.

I. Demonstrate a critical understanding of the specifics of managing a sales team, especially in international contexts.

J. Appreciate how to set up and manage indirect sales channels.

Method of teaching and learning 
Teaching will be based on theories of culture, negotiation and ethics, taught in a seminar format with extensive case study material being used, along with a number of negotiation simulations.
Key Account Sales Process

• Value Proposition and Customers Demands

• Manage Sales Team

• Manage Indirect Sales

Negotiation Principles

Negotiation Variables

Cross-cultural negotiation

The Sales variable in negotiation

International Sales and Negotiation.

Negotiation Strategies

Political, social and cultural aspects of negotiation

Overcoming barriers and resistance in an international and sales context.
Delivery Hours  
Lectures Seminars Tutorials Lab/Prcaticals Fieldwork / Placement Other(Private study) Total
Hours/Semester 36     24        150 


Sequence Method % of Final Mark
1 Case Study Analysis/Simulation 50.00
2 Report 50.00

Module Catalogue generated from SITS CUT-OFF: 8/16/2020 4:36:10 AM