Handbook home
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
Mr Andrew Zur ajzur@unimelb.edu.au
Overview
Availability(Quotas apply) | Winter Term |
---|---|
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
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.
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: 27 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: 27 April 2024
Assessment
Description | Timing | Percentage |
---|---|---|
Negotiation case preparation tasks and participation in case negotiations in class (equivalent to 1000 words)
| Throughout the semester | 20% |
Individual assignment, due one week after the conclusion of classes
| End of term | 30% |
2 hour exam of term examination
| End of term | 50% |
Last updated: 27 April 2024
Quotas apply to this subject
Dates & times
- Winter Term
Principal coordinator Andrew Zur Mode of delivery On Campus (Parkville) Contact hours 36 contact hours Teaching dates 1-5 and 8-12 July 2019 Total time commitment 108 hours Teaching period 1 July 2019 to 12 July 2019 Last self-enrol date 24 June 2019 Census date 12 July 2019 Last date to withdraw without fail 19 July 2019 Assessment period ends 28 July 2019 Winter Term contact information
Mr Andrew Zur ajzur@unimelb.edu.au
Time commitment details
108 hours
Additional delivery details
This subject has a quota of 400.
Places in this subject are offered to the first 400 students enrolling during the self enrolment period. Once the quota is reached, places will only become available if enrolled students withdraw. Students seeking a place in this subject should check their enrolment regularly for availability.
Last updated: 27 April 2024
Further information
- Texts
Prescribed texts
There are no specifically prescribed or recommended texts for this subject.
- 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: 27 April 2024