Course Title: Negotiating Transnational Agreements

Part A: Course Overview

Course Title: Negotiating Transnational Agreements

Credit Points: 12.00


Course Code




Learning Mode

Teaching Period(s)


City Campus


365H Global, Urban and Social Studies


Sem 1 2007,
Sem 2 2007,
Sem 1 2008,
Sem 2 2008,
Sem 1 2009,


RMIT University Vietnam


365H Global, Urban and Social Studies


Viet3 2009,
Viet2 2010,
Viet3 2010,
Viet1 2011,
Viet2 2011,
Viet3 2011,
Viet1 2012,
Viet2 2012,
Viet3 2012,
Viet1 2013,
Viet2 2013,
Viet3 2013,
Viet3 2014,
Viet1 2015,
Viet2 2015,
Viet2 2016,
Viet3 2017,
Viet1 2018,
Viet2 2018

Course Coordinator: Dr Julian Lee

Course Coordinator Phone: +61 3 9925 3440

Course Coordinator Email:

Pre-requisite Courses and Assumed Knowledge and Capabilities


Course Description

This course is designed to develop the knowledge and skills to communicate effectively, work collaboratively and manage complex tasks in cross-cultural and international contexts to negotiate transnational agreements. The emphasis is upon learning skills that will assist you in formulating effective, ethical and sustainable approaches to negotiations and deal-making, while developing sensitivity both to international and local cultures. Using group discussions and simulations, the course moves from core negotiation concepts and skills to versatile strategies in complex negotiations, involving multiple partners, issues and agendas. You will have the opportunity to become a negotiator capable of achieving effectiveness at the table, engineering agreements that create value, and implementing the results of negotiations away from the table.

Objectives/Learning Outcomes/Capability Development

Upon successful completion of this course, you will be able to:

  • apply core negotiation skills in a variety of negotiating exercises and cases in transnational contexts;
  • identify and interpret cultural differences and analyse how they manifest in language and communication;
  • reflect on how your cultural background has shaped your own negotiation styles;
  • identify and analyse issues that may negatively impact the negotiation towards a trans-national agreement;
  • evaluate and apply communication and computer technologies that are used in negotiation and support, and in the conduct of negotiations in e-business and beyond.

Overview of Learning Activities

You will have opportunities to examine different negotiating styles and settings through theoretical and practical approaches. A variety of active learning experiences is planned, including simulation exercises and interactive sessions such as small group discussions. You are asked to be creative, read widely and experiment with various negotiation styles and to explore and acquire various practical skills through participation in hypothetical exercises. Various exercises and case studies are used as teaching tools.

Overview of Learning Resources

RMIT will provide you with resources and tools for learning in this course through our online systems.

Overview of Assessment

You will be assessed on how well you meet the course’s learning outcomes and on your development against the program learning outcomes.

The assessment tasks in this course are designed to assist you to acquire a theoretical and practical appreciation of transnational negotiation techniques. Assessment tasks may include role plays where you are in negotiating teams engaged in international treaty negotiations and in the preparation of transnational agreements. They may also include in-class debates, in-class quizzes and a written assignment.