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Business Negotiations (MGMT20011)
Undergraduate level 2Points: 12.5On Campus (Parkville)
About this subject
- Overview
- Eligibility and requirements
- Assessment
- Dates and times
- Further information
- Timetable(opens in new window)
Contact information
Winter Term
Overview
Availability(Quotas apply) | Winter Term |
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Fees | Look up fees |
This subject provides an introduction to the principles of negotiation applied to various spheres of management and business, including business and commercial matters, contract and debt negotiations, international business, workplace relations and human resource management. As well as providing an overview of key theoretical ideas from these different areas of study, the subject will present a wide range of bargaining exercises and simulations that allow students to understand and apply these concepts to practical negotiation situations. Topics include: styles of negotiation, negotiation strategies and situations, effective negotiation tactics, understanding key processes and dynamics in negotiation, judgement and cognition in negotiations, cross-cultural and international negotiations, multi-party negotiations, and the social and legal context of negotiations.
Intended learning outcomes
- Develop an understanding of theories and concepts pertaining to process for negotiation and problem solving in business and management.
- Contextualise these theories and ideas in different dimensions of management and business, including human resource management, team decision-making, commercial disputes and contracts, trade and international relations.
- Apply these insights in case analysis and bargaining simulations drawn from real world examples.
Generic skills
On the completion of this subject, students will be able to:
- use strategic and critical thinking skills in planning and conducting business negotiations;
- demonstrate how evidence can be obtained, analysed, synthesised and evaluated in decision making and business negotiations;
- apply knowledge of theory to business negotiations in different business contexts, including in international and cross-cultural contexts;
- identify the strategic role of business negotiations for organisational performance; and
- have an awareness of the relationship between business ethics, corporate social responsibility and negotiation tactics
In this subject students will have the opportunity to develop the following generic skills:
High level of development:
- application of theory to practice
- problem solving;
- collaborative learning;
- team work;
- synthesis, interpretation and analysis of data and evidence;
- engagement in critical thinking;
- receptiveness to alternative ideas;
Moderate level of development:
- oral and written communication;
- accessing data and other information from a range of sources;
- use of computer software.
Last updated: 11 April 2024
Eligibility and requirements
Prerequisites
None
Corequisites
None
Non-allowed subjects
None
Recommended background knowledge
Completion of a minimum of 50 points of study.
Inherent requirements (core participation requirements)
The University of Melbourne is committed to providing students with reasonable adjustments to assessment and participation under the Disability Standards for Education (2005), and the Assessment and Results Policy (MPF1326). Students are expected to meet the core participation requirements for their course. These can be viewed under Entry and Participation Requirements for the course outlines in the Handbook.
Further details on how to seek academic adjustments can be found on the Student Equity and Disability Support website: http://services.unimelb.edu.au/student-equity/home
Last updated: 11 April 2024
Assessment
Additional details
- 8 x 150-word individual assignments (case preparation documents), due each day of the teaching period (20%)
- A 1250-word individual assignment, due one week after the conclusion of classes (30%)
- A 1750-word take-home examination, due two weeks after the conclusion of classes (50%)
Last updated: 11 April 2024
Quotas apply to this subject
Dates & times
- Winter Term
Principal coordinator Adam Barsky Mode of delivery On Campus (Parkville) Contact hours 36 hours in class. Total time commitment 108 hours Teaching period 3 July 2017 to 14 July 2017 Last self-enrol date 29 June 2017 Census date 14 July 2017 Last date to withdraw without fail 21 July 2017 Assessment period ends 28 July 2017 Winter Term contact information
Time commitment details
108 hours
Additional delivery details
2017 Dates: July 3,4,5,6,7, 10,11,12,13 (3.5 hours per day) and July 14 (4.5 hours)
Last updated: 11 April 2024
Further information
- Texts
Prescribed texts
David S Hames (2012) Negotiation: closing deals, settling disputes, and making team decisions. SAGE Publications, Los Angeles (ISBN 9781412973991).
- Breadth options
This subject is available as breadth in the following courses:
- Available through the Community Access Program
About the Community Access Program (CAP)
This subject is available through the Community Access Program (also called Single Subject Studies) which allows you to enrol in single subjects offered by the University of Melbourne, without the commitment required to complete a whole degree.
Entry requirements including prerequisites may apply. Please refer to the CAP applications page for further information.
Last updated: 11 April 2024