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Influence and Negotiation Strategies (BUSA90474)
Graduate courseworkPoints: 6.25Not available in 2018
Overview
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Negotiation is the art and science of securing agreement between two or more parties who are interdependent and who are seeking to maximize their outcomes. Understanding what factors, emotions and thoughts influence individuals and how people make decisions is a core component of successful negotiations.
The purpose of this subject is to understand the practice, theory and processes of decision making and negotiation so that you can negotiate successfully in a variety of settings. The subject is designed to be relevant to the broad spectrum of negotiation problems faced by senior leaders, managers, consultants, etc. If you take advantage of everything this subject has to offer, you will be comfortable and more adept in future negotiations. This will be a highly practical program, with opportunities for simulated negotiations to reinforce learning and techniques.
Intended learning outcomes
At the end of the subject, participants should:
- Demonstrate improved negotiating ability;
- Be better able to analyse negotiation situations;
- Use strategic planning for more effective negotiation;
- Develop understanding of behavior in negotiations;
- Demonstrate increased levels of confidence in negotiations;
Generic skills
The generic skills that will be gained from the subject are:
- Critical and Strategic Thinking
- Written and oral communication
- Interpersonal and team building skills
Last updated: 3 November 2022
Eligibility and requirements
Prerequisites
None
Corequisites
None
Non-allowed subjects
None
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: 3 November 2022
Assessment
Additional details
2500 word essay due 4 weeks after the end of the intensive class (100%)
Last updated: 3 November 2022
Dates & times
Not available in 2018
Time commitment details
85 hours
Last updated: 3 November 2022
Further information
- Texts
Prescribed texts
N/A
- Related Handbook entries
This subject contributes to the following:
Type Name Course Specialist Certificate in Leadership (Professional Services) Course Specialist Certificate in Executive Leadership Course Specialist Certificate in Leadership - Links to additional information
Last updated: 3 November 2022