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Business Negotiations and Deal-Making (LAWS90062)
Graduate courseworkPoints: 12.5On Campus (Parkville)
About this subject
- Overview
- Eligibility and requirements
- Assessment
- Dates and times
- Further information
- Timetable(opens in new window)
Contact information
February
Lecturer
Professor Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: +61 3 8344 6190
Website: law.unimelb.edu.au
July
Lecturer
Professor Jasper Kim, Coordinator
Email: law-masters@unimelb.edu.au
Phone: +61 3 8344 6190
Website: law.unimelb.edu.au
Overview
Availability(Quotas apply) | February July |
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Fees | Look up fees |
This subject focuses on skills and strategies that are key to negotiating, swaying and influencing counterparties in business negotiations and deal-making. In this subject, skills will be developed by constantly improving as business negotiators by asking the right questions, framing issues, gaining lessons learned, defining success metrics and negotiating with others with different skill-sets, perceptions and backgrounds. The subject will have a particular focus on negotiations in cross-border settings. The teacher is a leading expert in negotiation training, having taught and researched at prestigious institutions such as Berkeley, Stanford and Harvard, and trained executives at some of the world’s largest companies. He will draw on both real-world transactional and academic experience in leading the subject.
Principal topics and skills include the following:
- Understand why conflict arises between people and business organisations, within both a domestic and international context
- Assess and apply various strategic frameworks in diverse settings (business-to-business, private-public sector, etc)
- Define specific success metrics within diverse teams and groups before, during and after business negotiations and deal-making settings
- Apply and leverage the main conceptual frameworks related to transaction planning and conflict resolution within diverse environments - including distributive, integrative, and mixed motive negotiation styles (among others)
- Analyse and synthesise business negotiation theories, skill-sets and studies as current or future business negotiation professionals
- Recognise implicit and explicit biases and nudges that may hinder or help business negotiations, while developing strategies on how to bridge and create value from such gaps
- Develop, and learn how to continually develop, a value-added business negotiation toolbox and confidence as business negotiators and deal-makers
- Understand key contractual terms that may pivot business negotiators and negotiations
- Enhance effective communication skill-sets, both verbal and nonverbal, and develop an empathetic understanding of how and why counterparties may see things differently from you and your business unit
- Possess an overall understanding of the nature of disputes and conflict resolution, including ethical, cultural, economic, psychological and emotional factors.
Intended learning outcomes
A student who has successfully completed this subject will:
- Demonstrate business negotiation and deal-making skills and strategies in a domestic and global setting
- Display advanced knowledge and understanding of the principles, skills and strategies of business negotiations and deal-making
- Understand a lawyer’s/negotiator’s moral, ethical, and professional responsibilities within a business negotiation and deal-making context
- Articulate and apply business negotiation and deal-making theories to real-world situations in either a dispute settlement or deal-making negotiation context
- Differentiate between ethical and unethical practices and identify potential ethical dilemmas and solutions
- Exhibit the skill and confidence of business negotiators, including an awareness of possible psychological encouragements and barriers to consensus from a domestic and global perspective
- Develop skills and strategies for extreme business bargaining situations such as emotional bargaining, unethical tactics and severe time constraints
- Understand in a sophisticated way how business and legal mindsets interact and can ideally create value for all related parties
- Gain critical experience and confidence in business negotiations and deal-making through the course’s constant business negotiation practice simulation sessions.
Last updated: 3 November 2022
Eligibility and requirements
Prerequisites
None
Corequisites
None
Non-allowed subjects
Students who have completed any of the below subjects are not permitted to take LAWS90062 Business Negotiations and Deal-Making: Skills and Strategies.
Code | Name | Teaching period | Credit Points |
---|---|---|---|
LAWS70468 | Negotiation Skills |
February (On Campus - Parkville)
February (On Campus - Parkville)
|
12.5 |
LAWS50131 | Negotiations |
December (On Campus - Parkville)
Summer Term (On Campus - Parkville)
|
12.5 |
Recommended background knowledge
Applicants without legal qualifications should note that subjects are offered in the discipline of law at an advanced graduate level. While every effort will be made to meet the needs of students trained in other fields, concessions will not be made in the general level of instruction or assessment. Most subjects assume the knowledge usually acquired in a degree in law (LLB, JD or equivalent). Applicants should note that admission to some subjects in the Melbourne Law Masters will be dependent upon the individual applicant’s educational background and professional experience.
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
- Participation in class exercises (5%), and role plays (15%), including the constructive assessment of one’s own progress and actions as well as those of others
- (Cumulative/combined) reflective written journal (2,000 words) incorporating each course day’s main concepts/strategies (objective toolbox; 1,000 words) along with the participant’s personal takeaways (subjective viewpoints; 1,000 words) regarding the application of such concepts/strategies to the class exercises and/or role plays (30%)
- Semester 1: 28 March
- Semester 2: 12 September
- Research paper (3,000 words) (50%) on a related topic in consultation with the subject coordinator
- Semester 1: 28 March
- Semester 2: 12 September
A minimum of 75% attendance is a hurdle requirement.
Last updated: 3 November 2022
Quotas apply to this subject
Dates & times
- February
Mode of delivery On Campus (Parkville) Contact hours 24-34 hours Total time commitment 150 hours Pre teaching start date 8 January 2018 Pre teaching requirements The pre-teaching period commences four weeks before the subject commencement date. From this time, students are expected to access and review the Reading Guide that will be available from the LMS subject page and the subject materials provided by the subject coordinator, which will be available from Melbourne Law School. Refer to the Reading Guide for confirmation of which resources need to be read and what other preparation is required before the teaching period commences. Teaching period 5 February 2018 to 9 February 2018 Last self-enrol date 17 November 2017 Census date 5 February 2018 Last date to withdraw without fail 2 March 2018 Assessment period ends 28 March 2018 February contact information
Lecturer
Professor Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: +61 3 8344 6190
Website: law.unimelb.edu.au - July
Principal coordinator Jasper Kim Mode of delivery On Campus (Parkville) Contact hours 24-34 hours Total time commitment 150 hours Pre teaching start date 25 June 2018 Pre teaching requirements The pre-teaching period commences four weeks before the subject commencement date. From this time, students are expected to access and review the Reading Guide that will be available from the LMS subject page and the subject materials provided by the subject coordinator, which will be available from Melbourne Law School. Refer to the Reading Guide for confirmation of which resources need to be read and what other preparation is required before the teaching period commences. Teaching period 23 July 2018 to 27 July 2018 Last self-enrol date 31 January 2018 Census date 23 July 2018 Last date to withdraw without fail 17 August 2018 Assessment period ends 12 September 2018 July contact information
Lecturer
Professor Jasper Kim, Coordinator
Email: law-masters@unimelb.edu.au
Phone: +61 3 8344 6190
Website: law.unimelb.edu.au
Additional delivery details
This subject has a quota of 30 students.
Enrolment is on a first come, first served basis. Waitlists are maintained for subjects that are fully subscribed.
Students should note priority of places in subjects will be given as follows:
- To currently enrolled Graduate Diploma and Masters students with a satisfactory record in their degree
- To other students enrolling on a single subject basis, eg Community Access Program (CAP) students, cross-institutional study and cross-faculty study.
Please refer to the Melbourne Law Masters website for further information about the management of subject quotas and waitlists.
Last updated: 3 November 2022
Further information
- Texts
Prescribed texts
- Jasper Kim, Persuasion: The Hidden Forces That Influence Negotiations (Routledge, 2018)
Additional specialist printed materials will be made available online prior to the pre-teaching period. - Related Handbook entries
This subject contributes to the following:
- Links to additional information
- 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.
Additional information for this subject
If required, please contact law-admissions@unimelb.edu.au for subject coordinator approval.
Last updated: 3 November 2022