Negotiation

Course aim

The course aims to develop expertise in negotiation tactics and strategies that can be applied to achieve the resolution of conflict. It will do so by focusing upon such variables as personality, culture, values, communication and mediation.

Course content

This course develops analytical skills in, and a practical understanding of negotiation techniques and the effective management and resolution on conflict through the application of research and academic literature. It does so by evaluating the influence of factors such as culture, personality, perceptions and communication and using these insights to develop plans for conflict resolution in practical situations.

Textbook(s)

Crossman, J 2014, Managing conflict and negotiation (custom), McGraw-Hill, Sydney.

Prerequisite(s)

Nil

Corequisite(s)

Nil

Teaching method

Component	Duration
INTERNAL, CITY WEST
Seminar	3 hours x 10 weeks
EXTERNAL, CITY WEST, ONLINE
External	3 hours x 10 weeks
INTERNAL, CITY WEST (INTENSIVE)
Seminar (May include additional hours for field trips to business and industry)	30 hours 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, Experiential Project, Research assignment

Fees

EFTSL*: 0.125
Commonwealth Supported program (Band 3)
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.