Course Title: Sales and Cross Cultural Negotiations

Part A: Course Overview

Course Title: Sales and Cross Cultural Negotiations

Credit Points: 12.00

Important Information:




Course Code




Learning Mode

Teaching Period(s)


RMIT University Vietnam


830H School of Business and Management


Viet1 2020,
Viet2 2020,
Viet1 2021,
Viet2 2021,
Viet3 2021

Course Coordinator: Dr Steven Clarke

Course Coordinator Phone: +842836223638

Course Coordinator Email:

Course Coordinator Location: RMIT Vietnam

Course Coordinator Availability: Appointment via email

Pre-requisite Courses and Assumed Knowledge and Capabilities


Course Description

Cross-Cultural Negotiations and Sales are a dynamic, interactive process. Individual and corporate objectives, goals, interests, needs, desires, requirements, and even non-agreement options comprise potential solutions, which are constantly evolving as you negotiate. To understand the complexity of cross-cultural relationships and interactions is, therefore, the main focus of this course.

Whether you are working with clients, partners or any other stakeholders, selling and negotiating are key skills in influencing and reaching an agreement with other people. Central to effective selling and negotiation is the ability to identify and communicate value to other parties. Through this highly experiential learning experience, participants will better understand, appreciate and develop the critical competencies required to be successful in selling and negotiating.

Sales and Cross-Cultural Negotiations prepares students to develop a winning global negotiation strategy by imparting powerful tools to help minimise misunderstandings, maximise leverage, and effectively manage and execute your firm’s negotiation plan. Students will learn how the attributes of a “global mindset” affect global negotiation and conflict management by identifying different frameworks of conflict styles.

Students will examine how global diversity and inclusion will impact your company, and learn how to leverage individual contributions to foster creative problem-solving. Additionally, students will learn to distinguish different types of negotiation approaches through stages and phases. Further, to understand the importance of preparation and trust in a multicultural context and to identify social dimensions and problem-solving skills to achieve a win-win settlement.

Objectives/Learning Outcomes/Capability Development


  1. Critically analyse and justify the unique challenges for global business negotiators, and the differences between domestic and global strategies.
  2. Distinguish different types of negotiation behaviour and approaches through stages and phases, and justify the importance of preparation and trust in a multicultural context when dealing with all stakeholders.
  3. Critically analyse cultural, situational, and social factors of face to face and virtual negotiations by reflecting on the imbalances between home and host country cultures.
  4. Evaluate and explain how negotiation fits into the sales/purchase process and how to handle the price objection effectively, to either remove the need to negotiate, or to create a more advantageous foundation from which to negotiate.
  5. Formulate and justify sales and negotiation strategies based on how to interpret and gain confidence and competency through dialogue, problem-solving, and empathy.

Overview of Learning Activities

The course will consist of a variety of individual and group learning activities. Relevant topics will be covered as to industry problems and solutions, both online and face-to-face workshops. Course work will include discussions requiring your active participation. Experiential exercises will also be included.

Students are expected to:

  • Create several presentations using a variety of media.
  • Participate actively in group and course-level discussions.
  • Engage in problem solving and group discussions.
  • Apply knowledge from course content to solve problems.
  • Meet with project teams regularly, either virtually or face-to-face.

Overview of Learning Resources

Various learning resources are available online through MyRMIT Studies\Canvas. The lecture notes and workshop notes are posted on Canvas.

Resources are also available online through RMIT Library databases and other facilities. Visit the RMIT library website for further details. Assistance is available online via our chat and email services, face to face at our campus libraries or via the telephone on (03) 9925 2020.

Additional resources and/or sources to assist your learning will be identified by your course coordinator and will be made available to you as required during the teaching period. Additional industry-based resources may be available to you depending on the nature of your project.

Overview of Assessment

The assessment tasks, their weighting and the course learning outcomes to which they are aligned are as follows:

Assessment Task 1:  30%
Linked CLOs: 1, 2, 3, 4
Assessment Task 2: 40%
Linked CLOs: 1, 2, 3, 4, 5
Assessment Task 3: 30%
Linked CLOs: 1, 5

Feedback will be provided throughout the semester in class and/or in online forums through individual and group feedback on practical exercises and by individual consultation.