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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

TypeUndergraduate
CodeMGMT13-321
EFTSL0.125
FacultyBond Business School
Semesters offered
  • September 2020 [Standard Offering]
  • January 2021 [Standard Offering]
  • September 2021 [Standard Offering]
  • January 2022 [Standard Offering]
Credit10
Study areas
  • Business and Commerce
Subject fees
  • Commencing in 2020: $4,340
  • Commencing in 2021: $4,390

Learning outcomes

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: ?

Nil

Subject outlines

Subject dates

Standard Offering
Enrolment opens10/11/2019
Semester start13/01/2020
Subject start13/01/2020
Cancellation 1?27/01/2020
Cancellation 2?03/02/2020
Last enrolment26/01/2020
Withdraw – Financial?08/02/2020
Withdraw – Academic?29/02/2020
Teaching census?07/02/2020
Standard Offering
Enrolment opens02/08/2020
Semester start14/09/2020
Subject start14/09/2020
Cancellation 1?28/09/2020
Cancellation 2?05/10/2020
Last enrolment27/09/2020
Withdraw – Financial?10/10/2020
Withdraw – Academic?31/10/2020
Teaching census?09/10/2020