SIB555 - International Relationship Management

Outline information
Schools offering this subject
Last revision date 2017-11-07 13:32:24.796
Last review date 2017-12-04 00:15:04.022

Subject Title
International Relationship Management

Subject Description
This subject builds on SIB470 - International Effective Selling to examine the more advanced topics of customer relationship management and negotiation. Students will develop an understanding of the principles, strategies, and tactics of effective negotiation and professional relationship management. As well, students will explore the ethical principles and stakeholder considerations that influence the choices offered and made in transactions and relationships.

Credit Status
One credit.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

  1. Compare the goals, circumstances, and expected outcomes of distributive and integrative approaches to negotiation.
  2. Explain the importance of emotional intelligence for building trust and relationship to support current and future negotiations.
  3. Discuss the ethical considerations that arise when preparing, developing, and implementing negotiations. 
  4. Explain how power and persuasion is exercised, gained and lost when using different negotiation strategies.
  5. Develop strategies for negotiation that takes into account cultural differences. 
  6. Explain how perceptual errors and cognitive biases can impact a negotiation. 
  7. Explain the strategic advantages of using a third party mediator/arbitrator when a negotiation reaches an impasse.

Essential Employability Skills
Communicate clearly, concisely and correctly in the written, spoken and visual form that fulfils the purpose and meets the needs of the audience.

Respond to written, spoken, or visual messages in a manner that ensures effective communication.

Use a variety of thinking skills to anticipate and solve problems.

Locate, select, organize, and document information using appropriate technology and information systems.

Analyze, evaluate, and apply relevant information from a variety of sources.

Show respect for diverse opinions, values, belief systems, and contributions of others.

Interact with others in groups or teams in ways that contribute to effective working relationships and the achievement of goals.

Manage the use of time and other resources to complete projects.

Take responsibility for one's own actions, decisions, and consequences.

Cheating and Plagiarism
Each student should be aware of the College's policy regarding Cheating and Plagiarism. Seneca's Academic Policy will be strictly enforced.

To support academic honesty at Seneca College, all work submitted by students may be reviewed for authenticity and originality, utilizing software tools and third party services. Please visit the Academic Honesty site on for further information regarding cheating and plagiarism policies and procedures.

All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Disabilities Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.