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MGMT13-321: Negotiation

Description

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

Type: Undergraduate Subject
Code: MGMT13-321
EFTSL: 0.125
Faculty: Bond Business School
Semesters offered:
  • January 2022 [Standard Offering]
  • September 2022 [Standard Offering]
  • January 2023 [Standard Offering]
Credit: 10
Study areas:
  • Business, Commerce, and Entrepreneurship
Subject fees:
  • Commencing in 2021: $3,890.00
  • Commencing in 2022: $3,950.00
  • Commencing in 2023: $4,050.00
  • Commencing in 2021: $5,260.00
  • Commencing in 2022: $5,260.00
  • Commencing in 2023: $5,400.00

Learning objectives

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:

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.

Assumed Prior Learning (or equivalent):

Restrictions:

Subject dates

  • Standard Offering
    Enrolment opens: 14/11/2021
    Semester start: 17/01/2022
    Subject start: 17/01/2022
    Cancellation 1: 31/01/2022
    Cancellation 2: 07/02/2022
    Last enrolment: 30/01/2022
    Withdraw - Financial: 12/02/2022
    Withdraw - Academic: 05/03/2022
    Teaching census: 11/02/2022
  • Standard Offering
    Enrolment opens: 17/07/2022
    Semester start: 12/09/2022
    Subject start: 12/09/2022
    Cancellation 1: 26/09/2022
    Cancellation 2: 03/10/2022
    Last enrolment: 25/09/2022
    Withdraw - Financial: 08/10/2022
    Withdraw - Academic: 29/10/2022
    Teaching census: 07/10/2022
  • Standard Offering
    Enrolment opens: 13/11/2022
    Semester start: 16/01/2023
    Subject start: 16/01/2023
    Cancellation 1: 30/01/2023
    Cancellation 2: 06/02/2023
    Last enrolment: 29/01/2023
    Withdraw - Financial: 11/02/2023
    Withdraw - Academic: 04/03/2023
    Teaching census: 10/02/2023
Standard Offering
Enrolment opens: 14/11/2021
Semester start: 17/01/2022
Subject start: 17/01/2022
Cancellation 1: 31/01/2022
Cancellation 2: 07/02/2022
Last enrolment: 30/01/2022
Withdraw - Financial: 12/02/2022
Withdraw - Academic: 05/03/2022
Teaching census: 11/02/2022