James Cook University Subject Handbook - 2022

BX2136 - Trade Negotiations

Subject Description

International trade involves both collaborating and competing organisations. Understanding how actors of organisations, e.g. entrepreneurs, managers, representatives and other professionals, negotiate in order to provide solutions is an art form in itself. Such a process involves dealing with international strategies and different corporate cultures. Successful business negotiations can have a profound influence on international trade flows. The subject examines the economic, political, and institutional factors that are associated with success in international trade negotiations, issues of free trade negotiations and why countries have sought to engage in such economic activities. Students will be exposed to the art of negotiation in the international business environment including practical exercises, role-plays and case studies that are used to illustrate strategies and tactics employed in negotiations.

Learning Outcomes

• identify and analyse the role of actors in the conduct of international business trade negotiations
• compare and contrast trade negotiation strategies and corporate cultures in international business environments
• explain strategic, interpersonal and psychological aspects of business negotiation
• describe economic and political factors impacting on international trade negotiations
• apply key concepts and approaches and strategies from negotiation practice and research to demonstrate effective planning for business negotiations

Subject Assessment

• Written > Examination (centrally administered) - (50%) - Individual
• Oral > Presentation 1 - (20%) - Group
• Written > Project report - (30%) - Individual

Note that minor variations might occur due to the continuous subject quality improvement process, and in case of minor variation(s) in assessment details, the Subject Outline represents the latest official information.

Availabilities