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MGMT13-321: Negotiation


This subject is designed to provide a foundation in negotiation theory and practice that is beneficial to all current and aspiring professionals, not just business students. The primary objective of this subject is to develop your interpersonal, analytical, and planning skills through negotiation simulations and discussions. The content of the subject covers fundamental concepts in negotiation, advanced topics and skills (e.g., persuasion, ethics, trust) and a variety of negotiation situations, formats (i.e. bilateral, multilateral and team-based negotiations) and contexts (e.g., virtual negotiation, cross-cultural negotiation).

Subject details

FacultyBond Business School
Semesters offered
  • September 2021 [Standard Offering]
  • January 2022 [Standard Offering]
  • September 2022 [Standard Offering]
  • January 2023 [Standard Offering]
  • September 2023 [Standard Offering]
Study areas
  • Business and Commerce
Subject fees
  • Commencing in 2021: $3,890
  • Commencing in 2022: $3,950

Learning outcomes

1. Describe the key concepts of negotiation and how they relate. 2. Demonstrate the ability to prepare for a negotiation using an integrated, adaptive planning framework. 3. Utilise appropriate negotiation and persuasion techniques to devise creative and integrative agreements for a given negotiation situation. 4. Demonstrate the ability to apply planning and negotiation skills to a variety of negotiation contexts (e.g., bilateral, multilateral, multi-party, teams-based, virtual, cross-cultural, etc.). 5. Analyse his/her strengths and weaknesses as a negotiator, reflect on personal experience and relevant feedback and devise and implement plans for ongoing personal development.

Enrolment requirements

Requisites: ?


Assumed knowledge:

Assumed knowledge is the minimum level of knowledge of a subject area that students are assumed to have acquired through previous study. It is the responsibility of students to ensure they meet the assumed knowledge expectations of the subject. Students who do not possess this prior knowledge are strongly recommended against enrolling and do so at their own risk. No concessions will be made for students’ lack of prior knowledge.

Assumed Prior Learning (or equivalent):

Restrictions: ?


Subject outlines

Subject dates

Standard Offering
Enrolment opens15/11/2020
Semester start18/01/2021
Subject start18/01/2021
Cancellation 1?01/02/2021
Cancellation 2?08/02/2021
Last enrolment31/01/2021
Withdraw – Financial?13/02/2021
Withdraw – Academic?06/03/2021
Teaching census?12/02/2021
Standard Offering
Enrolment opens18/07/2021
Semester start13/09/2021
Subject start13/09/2021
Cancellation 1?27/09/2021
Cancellation 2?04/10/2021
Last enrolment26/09/2021
Withdraw – Financial?09/10/2021
Withdraw – Academic?30/10/2021
Teaching census?08/10/2021