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Business Negotiations (MGMT20011)
Undergraduate level 2Points: 12.5On Campus (Parkville)
For information about the University’s phased return to campus and in-person activity in Winter and Semester 2, please refer to the on-campus subjects page.
About this subject
- Overview
- Eligibility and requirements
- Assessment
- Dates and times
- Further information
- Timetable(opens in new window)
Contact information
Winter Term
Prof Peter Gahan pgahan@unimelb.edu.au
Please refer to the LMS for up-to-date subject information, including assessment and participation requirements, for subjects being offered in 2020.
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 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
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: 17 May 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: 17 May 2024
Assessment
Due to the impact of COVID-19, assessment may differ from that published in the Handbook. Students are reminded to check the subject assessment requirements published in the subject outline on the LMS
Description | Timing | Percentage |
---|---|---|
Negotiation case preparation tasks and participation in case negotiations in class
| Throughout the semester | 20% |
Individual assignment (due one week after the conclusion of classes)
| During the assessment period | 30% |
End-of-semester Examination
| During the assessment period | 50% |
Last updated: 17 May 2024
Quotas apply to this subject
Dates & times
- Winter Term
Principal coordinator Peter Gahan Mode of delivery On Campus (Parkville) Contact hours 36 contact hours Teaching dates: 6, 7, 8, 10, 13, 15, 17, 20, 22, 24 July 2020 Total time commitment 108 hours Teaching period 6 July 2020 to 24 July 2020 Last self-enrol date 22 June 2020 Census date 17 July 2020 Last date to withdraw without fail 24 July 2020 Assessment period ends 2 August 2020 Winter Term contact information
Prof Peter Gahan pgahan@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: 17 May 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:
- Bachelor of Arts
- Bachelor of Biomedicine
- Bachelor of Design
- Bachelor of Environments
- Bachelor of Fine Arts (Acting)
- Bachelor of Fine Arts (Animation)
- Bachelor of Fine Arts (Dance)
- Bachelor of Fine Arts (Film and Television)
- Bachelor of Fine Arts (Music Theatre)
- Bachelor of Fine Arts (Screenwriting)
- Bachelor of Fine Arts (Theatre)
- Bachelor of Fine Arts (Visual Art)
- Bachelor of Music
- Bachelor of Science
- 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: 17 May 2024