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Negotiations (BUSA90273)

Graduate courseworkPoints: 12.5On Campus (Parkville)

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Year of offer2019
Subject levelGraduate coursework
Subject codeBUSA90273
Availability(Quotas apply)
FeesSubject EFTSL, Level, Discipline & Census Date

Negotiation is the art and science of securing agreements between two or more interdependent parties. The central issues of this course deal with understanding the behavior of individuals, groups, and organizations in the context of competitive situations. The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by the manager and professional, often in a global context.

This course is designed to complement the technical and diagnostic skills learned in other courses at MBS. A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented. The course will give you the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks.

Intended learning outcomes

At the completion of the subject, students should be able to:

  • analyse the negotiation context
  • develop an effective plan based on this analysis
  • select appropriate negotiation strategies for a specific context
  • effectively implement these strategies
  • effectively manage the negotiation process
  • negotiate effectively across diverse negotiation settings

Last updated: 3 April 2019