Faculty of Business and Economics

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Monash University Handbook 2011 Postgraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.

FacultyFaculty of Business and Economics
OfferedCaulfield First semester 2011 (Day)
Coordinator(s)Dr Paul Kalfadellis


The unit looks at the ways in which cultural values are expressed in social behaviour and the communication process including non-verbal cues, in different societies and contexts. The relevance of culture to management practices is analysed and illustrated in various national cultural settings. The unit then considers contemporary issues that affect the cross-cultural communication process (eg: ethics) before considering the international negotiation process. Objectives, methods of negotiation and ways of negotiating cross-culturally are considered. The unit seeks to impart to students the ability and an awareness of how to communicate effectively in a cross-cultural setting.


The learning goals associated with this unit are to:

  1. explain the concept of culture and its determinants
  2. develop an understanding of the principles of effective cross-cultural communication
  3. critically evaluate the role communication and negotiations play in international operations
  4. explain the negotiation process and identify and analyse impediments to effective negotiations
  5. assess the relevance of culture to management practises in different cultural settings
  6. identify and evaluate the links between culture, economic processes and organisations.


Within semester assessment: 60%
Examination (2 hours): 40%

Chief examiner(s)

Dr Paul Kalfadellis

Contact hours

3 hours per week