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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 will 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. Students will 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.
Intended learning outcomes
On successful completion of this subject, students should be able to:
- Demonstrate an understanding of theories and concepts pertaining to process for negotiation and problem solving in business and management.
- Apply insights in case analysis and bargaining simulations drawn from real world examples
- 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
- Demonstrate an awareness of the relationship between business ethics, corporate social responsibility and negotiation tactics
- 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: 25 January 2020