MGMT71-330: Negotiation, Persuasion and Relationships

Description

This subject is designed to provide students with a foundation in negotiation theory and practice relevant to all professional career paths, not just business. The primary objective of this subject is to develop students’ interpersonal, analytical and planning skills through negotiation simulations, discussions and self-reflection. Using a social psychology perspective, students will explore the dynamics that drive interpersonal relationships, with a focus on communication, persuasion and conflict resolution across a variety of negotiation situations (i.e., bilateral, multilateral and team-based negotiations) and contexts (e.g., virtual negotiation, cross-cultural negotiation). Topics include negotiation fundamentals, persuasion, biases, trust, relationships and ethics.

Subject details

Type: Postgraduate Subject
Code: MGMT71-330
EFTSL: 0.125
Faculty: Bond Business School
Semesters offered:
  • January 2025 [Non-Standard Offering]
  • January 2026 [Non-Standard Offering]
Credit: 10
Study areas:
  • Business, Commerce, and Entrepreneurship
Subject fees:
  • Commencing in 2024: $5,410.00
  • Commencing in 2025: $5,520.00
  • Commencing in 2026: $5,630.00
  • Commencing in 2024: $6,060.00
  • Commencing in 2025: $6,340.00
  • Commencing in 2026: $6,630.00

Learning outcomes

  1. Explain the key concepts of negotiation and how they relate to each other.
  2. Demonstrate the ability to prepare for a variety of negotiation situations and contexts (e.g., bilateral, multilateral, teams-based, virtual, cross-cultural) using an integrated, adaptive planning framework.
  3. Utilise appropriate negotiation and persuasion techniques to devise creative and integrative agreements for typical and complex negotiation situations.
  4. Critically analyse 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

  • Non-Standard Offering
    Enrolment opens: 10/11/2024
    Semester start: 17/02/2025
    Subject start: 17/02/2025
    Last enrolment: 22/02/2025
    Teaching census: 01/03/2025
    Withdraw - Financial: 02/03/2025
    Withdraw - Academic: 09/03/2025
  • Non-Standard Offering
    Enrolment opens: 16/11/2025
    Semester start: 16/02/2026
    Subject start: 16/02/2026
    Last enrolment: 19/02/2026
    Teaching census: 06/03/2026
    Withdraw - Financial: 07/03/2026
    Withdraw - Academic: 19/03/2026
Non-Standard Offering
Enrolment opens: 10/11/2024
Semester start: 17/02/2025
Subject start: 17/02/2025
Last enrolment: 22/02/2025
Teaching census: 01/03/2025
Withdraw - Financial: 02/03/2025
Withdraw - Academic: 09/03/2025