Negotiation

Course aim

To develop expertise in negotiation tactics and strategies that can be applied to achieve win-win outcomes for all parties involved. At the end of the course you will be able to recognise, understand, and analyse the key issues in negotiation situations. You will be able to develop a strategic plan for effective negotiation. You will gain an intellectual understanding of negotiator behaviours and styles and build your own confidence as a negotiator. Overall, you will improve on your ability to negotiate effectively by adopting an advanced mental framework of an expert negotiator.

Course content

Scientifically valid and practical strategies to achieve win-win negotiation outcomes; managing power and emotions during negotiations; two-party and multi-party negotiation strategies; dispute resolution; negotiation planning; trust and relationship building in negotiations.

Textbook(s)

Lewicki, RJ, Barry, B & Saunders, DM 2021, Essentials of Negotiation, 7th Edn, McGraw-Hill

Prerequisite(s)

Nil

Corequisite(s)

Nil

Teaching method

Component	Duration
INTERNAL, CITY WEST
Preparatory	1 x 1 week
Seminar	3 hours x 10 weeks
EXTERNAL, CITY WEST, ONLINE
External	30 hours equiv. x N/A
INTERNAL, CITY WEST (INTENSIVE)
Seminar	30 hours equiv. x N/A

Note: These components may or may not be scheduled in every study period. Please refer to the timetable for further details.

Assessment

Case study, Project, Reflection

Fees

EFTSL*: 0.125
Commonwealth Supported program (Band 4C)
To determine the fee for this course as part of a Commonwealth Supported program, go to:
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Fee-paying program for domestic and international students
International students and students undertaking this course as part of a postgraduate fee paying program must refer to the relevant program home page to determine the cost for undertaking this course.

Non-award enrolment
Non-award tuition fees are set by the university. To determine the cost of this course, go to:
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Not all courses are available on all of the above bases, and students must check to ensure that they are permitted to enrol in a particular course.

* Equivalent Full Time Study Load. Please note: all EFTSL values are published and calculated at ten decimal places. Values are displayed to three decimal places for ease of interpretation.