SIB555 - International Relationship Management

Outline information
Schools offering this subject
Last revision date Sep 22, 2020 4:25:29 PM
Last review date Sep 22, 2020 4:25:29 PM

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 diploma level 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.

Academic Integrity
Seneca upholds a learning community that values academic integrity, honesty, fairness, trust, respect, responsibility and courage. These values enhance Seneca's commitment to deliver high-quality education and teaching excellence, while supporting a positive learning environment. Ensure that you are aware of Seneca's Academic Integrity Policy which can be found at: Review section 2 of the policy for details regarding approaches to supporting integrity. Section 2.3 and Appendix B of the policy describe various sanctions that can be applied, if there is suspected academic misconduct (e.g., contract cheating, cheating, falsification, impersonation or plagiarism).

Please visit the Academic Integrity website to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

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 Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.