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Negotiations (BUSA90273)

Graduate courseworkPoints: 12.5On Campus (Parkville)

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Overview

Year of offer2019
Subject levelGraduate coursework
Subject codeBUSA90273
Campus
Parkville
Availability(Quotas apply)
February
April
July
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

Eligibility and requirements

Prerequisites

Code Name Teaching period Credit Points
BUSA90480 Leadership
Summer Term
March
March
June
September
6.25
BUSA90481 Social Responsibility and Ethics
Summer Term
April
April
June
September
6.25
BUSA90060 Data Analysis
January
January
April
July
September
12.5
BUSA90193 Managerial Economics
January
April
July
September
12.5
BUSA90224 Managing People
January
June
July
September
12.5
BUSA90227 Operations
January
April
July
September
12.5
BUSA90243 Marketing
January
April
April
September
12.5
BUSA90001 Financial Accounting
January
January
July
September
12.5
BUSA90093 Financial Management
January
April
April
July
12.5
BUSA90074 Global Business Economics
April
July
September
12.5
BUSA90026 Business Strategy
January
April
September
12.5

Corequisites

None

Non-allowed subjects

None

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

Assessment

Description

Etty Jehn:

  • Contribution to class learning (15%)
    • Throughout subject
  • Strategic preparation exercises (40%)
    • 900 words each
    • Due end of week 4 & 9
    • Hurdle requirement
  • Syndicate project (45%)
    • Presentation (10 minutes)
    • Report (2,000 words)
    • End of Week 9
  • 80% attendance and attendance to 1st class and other classes as specified in the subject outline (hurdle requirement)

Mara Olekalns:

  • Contribution to class learning (10%)
    • Throughout subject
  • 2 Individual assignments (50%)
    • 900 words each
    • Due end of week 4 & 6
  • Syndicate project (40%)
    • Presentation (10 minutes)
    • Report (2,000 words)
    • End of Week 9
  • 80% attendance and attendance to 1st class and other classes as specified in the subject outline (hurdle requirement)

Jennifer Overbeck:

  • Class participation (15%)
  • Individual weekly exercise (10%)
  • Syndicate assessment (40%)
  • Indvidual report (35%)
  • 80% attendance and attendance to 1st class and other classes as specified in the subject outline (hurdle requirement)

EMBA:

  • Syndicate project (30%)
    • Report (1,000 words, start of 2nd weekend)
    • Presentation (15 minutes, end of 2nd weekend)
  • Final Examination (70%)
    • Hurdle requirement
    • End of subject

Quotas apply to this subject

Dates & times

  • February
    Mode of deliveryOn Campus — Parkville
    Contact hours30 hours
    Pre teaching start date16 February 2019
    Pre teaching requirementsstudents are required to complete approximately 15 hours of reading to prepare for the subject during pre-teaching period.
    Teaching period23 February 2019 to 23 March 2019
    Last self-enrol date 2 December 2018
    Census date 1 March 2019
    Last date to withdraw without fail 8 March 2019
    Assessment period ends23 March 2019
  • April
    Mode of deliveryOn Campus — Parkville
    Contact hours30 hours
    Pre teaching start date 6 April 2019
    Pre teaching requirementsStudents are required to complete 15 hours of reading to prepare for the subject during pre-teaching period
    Teaching period13 April 2019 to 11 May 2019
    Last self-enrol date 3 February 2019
    Census date23 April 2019
    Last date to withdraw without fail26 April 2019
    Assessment period ends11 May 2019
  • July
    Mode of deliveryOn Campus — Parkville
    Contact hours30 hours
    Pre teaching start date29 June 2019
    Pre teaching requirementsstudents are required to complete approximately 15 hours of reading to prepare for the subject during pre-teaching period.
    Teaching period 6 July 2019 to 4 August 2019
    Last self-enrol date28 April 2019
    Census date12 July 2019
    Last date to withdraw without fail26 July 2019
    Assessment period ends 8 August 2019

    July contact information

    Melbourne Business School

    Degree Program Services

    Email: programservices@mbs.edu

Additional delivery details

This subject is only available to students admitted to MC-BA, MC-BAPT, GD-MKTG, 294PN, or students with permission of the MBA course coordinator

This subject is a quota subject and places are limited. Students may provisionally enrol via the Student Portal, but places are not guaranteed until selection is completed. You will be notified in writing by the Student Centre if you are selected.

The students will be selected on the first come, first served basis. If any student is approaching the course completion date, s/he will get priority in enrolment.

This subject is equivalent to BUSA90274 Negotiations in the MC-BAPTME course

Further information

Last updated: 3 April 2019