You are viewing this page as a domestic student.
Change to International

You are a domestic student if you are an Australian citizen, a New Zealand citizen or the holder of an Australian permanent visa.

You are an international student whether you are within or outside Australia and you do not meet the domestic student criteria.

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 planninig 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 2018 [Standard Offering]
  • January 2019 [Standard Offering]
  • September 2019 [Standard Offering]
  • January 2020 [Standard Offering]
Study abroadAvailable to Study Abroad students
Study areas
  • Business and Commerce
Subject fees
  • Commencing in 2018: $4,247
  • Commencing in 2019: $4,290

Learning outcomes

1. Describe the key concepts of negotiation and how they relate.
2. Prepare to negotiate using an integrated, adaptive planning framework.
3. Utilise appropriate negotiation and persuasion techniques 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 and devise and implement plans for ongoing personal development.


Students must have successfully completed MGMT11-101 Organisational Behaviour or CORE11-002 Leadership and Team Dynamics or equivalent prior to undertaking MGMT13-321.

Subject outlines

Subject dates

Standard Offering
Enrolment opens12/11/2017
Semester start15/01/2018
Subject start15/01/2018
Cancellation 1?29/01/2018
Cancellation 2?05/02/2018
Last enrolment28/01/2018
Last withdrawal?09/02/2018
Teaching census?09/02/2018
Standard Offering
Enrolment opens15/07/2018
Semester start10/09/2018
Subject start10/09/2018
Cancellation 1?24/09/2018
Cancellation 2?01/10/2018
Last enrolment23/09/2018
Last withdrawal?05/10/2018
Teaching census?05/10/2018