Negotiation

Course aim

The course aims 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 gain in the following ways:

you will:

• be able to recognize, understand, and analyze the key issues in negotiation situations
• be able to develop a strategic plan for effective negotiation
• gain an intellectual understanding of negotiator behaviours and styles
• gain confidence as a negotiator
• improve your ability to negotiate effectively by adopting an advanced mental framework of an expert negotiator

Course content

This course will provide scientifically valid and practically applicable strategies and techniques to develop your negotiation skills. It will do so through the use of key academic concepts, theoretical frameworks as well as experiential role play exercises. The theory and role-plays are designed to expose you to a variety of negotiation scenarios and to provide you specific strategies to navigate complex multi-party multi-issue negotiations.

Textbook(s)

All readings will be via e-reading links, NO TEXTBOOK is required.

Prerequisite(s)

Nil

Corequisite(s)

Nil

Teaching method

Component	Duration
INTERNAL, CITY WEST
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

Essay, Project

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:
How to determine your Commonwealth Supported course fee. (Opens new window)

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:
How to determine the relevant non award tuition fee. (Opens new window)

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.