GMBA70-302: Effective Negotiation

Description

Effective business management requires negotiation of complex relationships and contracts with customers and clients, with suppliers and a range of other stakeholders. These can be particularly challenging in a global business setting where cross-cultural issues may arise and norms are challenged. Improving negotiation skills involves the understanding of both theory and practice; and also an appreciation of how negotiation can be both a science and an art form. The subject surveys theoretical and practical approaches to negotiation through an experiential pedagogy that emphasises a neutral perspective in conflict resolution. This subject will develop a better understanding of the subtleties of negotiations and a better set of skills for optimising negotiated outcomes.

Subject details

Type: Postgraduate Subject
Code: GMBA70-302
Faculty: Bond Business School
Semesters offered:
  • January - Bond-BBT MBA 2024 [Non-Standard Offering - Bond-BBT]
  • May 2024 [Non-Standard Offering]
  • May - Bond-BBT MBA 2024 [Non-Standard Offering - Bond-BBT]
  • September - Bond-BBT MBA 2024 [Non-Standard Offering - Bond-BBT]
  • January 2025 [Non-Standard Offering]
  • January - Bond-BBT MBA 2025 [Non-Standard Offering]
  • May - Bond-BBT MBA 2025 [Non-Standard Offering]
Credit: 5
Study areas:
  • Business, Commerce, and Entrepreneurship

Learning outcomes

  1. Describe the key components of how to prepare for a negotiation.
  2. Analyse negotiation strengths and weaknesses and devise a plan for personal development.
  3. Recognise specific challenges when negotiating within a cross-cultural context and adapt accordingly.
  4. Develop a personal yet adaptive approach to negotiation preparation, execution, and reflection.
  5. Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different approaches in a given negotiation.

Enrolment requirements

Requisites:

Nil
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.

Restrictions: This subject is not available to
  • Study Abroad Students

Must be admitted into a BBT/MBA Program

This subject is not available as a general elective. To be eligible for enrolment, the subject must be specified in the students’ program structure.

Subject outlines

Subject dates

Non-Standard Offering - Bond-BBT
Enrolment opens: 12/11/2023
Semester start: 15/04/2024
Subject start: 15/04/2024
Last enrolment: 17/04/2024
Teaching census: 21/04/2024
Withdraw - Financial: 22/04/2024
Withdraw - Academic: 25/04/2024
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