MGF5630 · Principles of negotiation

Overview

This unit provides an introduction to the principles of negotiation applied to various spheres of conflict and exchange, including work and employment relations, business and commercial conflicts, international trade and diplomacy. As well as providing an overview of key theoretical ideas, the unit draws on a wide range of bargaining exercises and simulations which allow you to place these concepts in practical negotiation situations. Topics include styles of conflict management and negotiation, negotiation strategies and situations, effective and ineffective negotiation tactics, understanding key processes and dynamics in negotiation, judgement and cognitive error in negotiations, multi-party negotiations, and the social context of negotiations.

Offerings

Assessment

The Handbook does not list a final examination among the assessment items. That is not a guarantee there is none.

Assessment details may change. Please refer to the assessment information in Moodle closer to the start of the teaching period.

Requisites

The Handbook lists no prerequisite, corequisite or prohibition for this unit.

Learning outcomes

1. critically evaluate the common characteristics of conflict in a wide range of exchange relationships
2. evaluate theoretical foundations for effective negotiation
3. develop practical skills through application of concepts in negotiation exercises
4. demonstrate knowledge or skills for crafting sustainable futures for people, organisations, communities, and/or the environment.

Workload

Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. You are expected to complete all pre-class activities prior to your scheduled class, and post-class activities should be completed after your scheduled class. Learning activities may include a combination of teacher directed, peer directed and online engagement activities.

Student experience, not official rules. Nothing here changes what the Handbook says.