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GMBA70-302: Effective Negotiation


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 arise and norms are challenged. Improving negotiation skills involves the understanding of both theory and practice. It also involves the understanding of how negotiation can be both a science and an art form. The subject surveys both theoretical and practical approaches to negotiation. Through an experiential pedagogy that emphasises a neutral perspective in conflict resolution, this half unit subject will develop a better understanding of the subtleties of negotiations and a better set of skills for optimising negotiated outcomes.

Subject details

FacultyBond Business School
Semesters offered
  • May 2020 [Non-Standard Offering - Bond-BBT]
  • September 2020 [Non-Standard Offering - Bond-BBT]
  • May 2020 [Non-Standard Offering]
  • January 2021 [Non-Standard Offering - Bond-BBT]
  • May 2021 [Non-Standard Offering - Bond-BBT]
Study areas
  • Business and Commerce

Learning outcomes

1. Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
2. Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
3. Recognize the specific issues associated with negotiating with a cross cultural context
4. Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
5. Discriminate between others'approaches to negotiation, as demonstrated by their verbal and non-verbal communication as well as their behaviours.
6. Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.

Enrolment requirements

Requisites: ?


Restrictions: ?
  • Study Abroad Students

Must be admitted into a BBT/MBA Program

Subject outlines

Subject dates

Standard Offering
Enrolment opens16/07/2019
Semester start09/09/2019
Subject start09/09/2019
Cancellation 1?23/09/2019
Cancellation 2?30/09/2019
Last enrolment22/09/2019
Withdraw – Financial?05/10/2019
Withdraw – Academic?26/10/2019
Teaching census?04/10/2019
Non-Standard Offering - Bond-BBT
Enrolment opens14/07/2019
Semester start01/09/2019
Subject start30/12/2019
Cancellation 1?01/01/2020
Cancellation 2?02/01/2020
Last enrolment30/12/2019
Withdraw – Financial?03/01/2020
Withdraw – Academic?05/01/2020
Teaching census?02/01/2020
Non-Standard Offering
Enrolment opens12/11/2019
Semester start13/01/2020
Subject start27/04/2020
Cancellation 1?28/04/2020
Cancellation 2?29/04/2020
Last enrolment26/04/2020
Withdraw – Financial?01/05/2020
Withdraw – Academic?03/05/2020
Teaching census?30/04/2020
Non-Standard Offering - Bond-BBT
Enrolment opens10/11/2019
Semester start01/01/2020
Subject start27/04/2020
Cancellation 1?28/04/2020
Cancellation 2?29/04/2020
Last enrolment27/04/2020
Withdraw – Financial?01/05/2020
Withdraw – Academic?03/05/2020
Teaching census?30/04/2020
Non-Standard Offering
Enrolment opens17/03/2020
Semester start11/05/2020
Subject start24/08/2020
Cancellation 1?28/08/2020
Cancellation 2?29/08/2020
Last enrolment27/08/2020
Withdraw – Financial?02/09/2020
Withdraw – Academic?06/09/2020
Teaching census?01/09/2020
Non-Standard Offering - Bond-BBT
Enrolment opens15/03/2020
Semester start01/05/2020
Subject start24/08/2020
Cancellation 1?25/08/2020
Cancellation 2?26/08/2020
Last enrolment24/08/2020
Withdraw – Financial?28/08/2020
Withdraw – Academic?30/08/2020
Teaching census?27/08/2020