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 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

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.

Prerequisites

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

• September 2018 [Standard]
• January 2018 [Standard]
• September 2017 [Standard]

Subject dates