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Negotiations (BUSA90273)
Graduate courseworkPoints: 12.5Dual-Delivery (Parkville) and On Campus (Parkville)
Please refer to the return to campus page for more information on these delivery modes and students who can enrol in each mode based on their location.
About this subject
- Overview
- Eligibility and requirements
- Assessment
- Dates and times
- Further information
- Timetable(opens in new window)
Contact information
July
Overview
Availability(Quotas apply) | February - Dual-Delivery April - Dual-Delivery July - On Campus |
---|---|
Fees | Look up fees |
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 November 2022
Eligibility and requirements
Prerequisites
All of
Code | Name | Teaching period | Credit Points |
---|---|---|---|
BUSA90001 | Financial Accounting |
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
September (On Campus - Parkville)
January (On Campus - Parkville)
|
12.5 |
BUSA90026 | Business Strategy |
September (On Campus - Parkville)
July (On Campus - Parkville)
April (Dual-Delivery - Parkville)
|
12.5 |
BUSA90060 | Data Analysis |
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
|
12.5 |
BUSA90074 | Global Business Economics |
January (Dual-Delivery - Parkville)
July (On Campus - Parkville)
April (Dual-Delivery - Parkville)
|
12.5 |
BUSA90093 | Finance |
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
|
12.5 |
BUSA90193 | Managerial Economics |
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
|
12.5 |
BUSA90224 | Managing People |
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
January (Dual-Delivery - Parkville)
July (On Campus - Parkville)
|
12.5 |
BUSA90227 | Operations |
January (Dual-Delivery - Parkville)
April (Dual-Delivery - Parkville)
September (On Campus - Parkville)
July (On Campus - Parkville)
|
12.5 |
BUSA90243 | Marketing |
January (Dual-Delivery - Parkville)
July (On Campus - Parkville)
April (Dual-Delivery - Parkville)
September (On Campus - Parkville)
|
12.5 |
BUSA90480 | Leadership |
September (On Campus - Parkville)
Summer Term (Dual-Delivery - Parkville)
March (Dual-Delivery - Parkville)
March (Dual-Delivery - Parkville)
June (On Campus - Parkville)
|
6.25 |
BUSA90481 | Managerial Ethics & Business Environment |
April (Dual-Delivery - Parkville)
September (On Campus - Parkville)
July (On Campus - Parkville)
Summer Term (Dual-Delivery - Parkville)
March (Dual-Delivery - Parkville)
|
6.25 |
Corequisites
None
Non-allowed subjects
None
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: 3 November 2022
Assessment
April
Description | Timing | Percentage |
---|---|---|
Contribution to class learning | Throughout the teaching period | 10% |
2 Individual assignments due end of week 4 & 6
| From Week 4 to Week 6 | 50% |
Syndicate project; Presentation (10 minutes) and Report (2,000 words) end of Week 9 | Week 9 | 40% |
Hurdle requirement: 80% attendance and attendance to 1st class and other classes as specified in the subject outline | Throughout the teaching period | N/A |
February
Description | Timing | Percentage |
---|---|---|
Contribution to class learning | Throughout the teaching period | 15% |
Strategic preparation exercises due end of week 4 & 9
| From Week 4 to Week 9 | 40% |
Syndicate project; Presentation (10 minutes) and Report (2,000 words), end of Week 9 | Week 9 | 45% |
Hurdle requirement: 80% attendance and attendance to 1st class and other classes as specified in the subject outline | Throughout the teaching period | N/A |
July
Description | Timing | Percentage |
---|---|---|
Class participation | Throughout the teaching period | 15% |
Individual weekly exercise | Throughout the teaching period | 10% |
Syndicate assessment | 40% | |
Individual report Hurdle requirement: Students are required to pass the assignment to pass the subject | 35% | |
Hurdle requirement: 80% attendance and attendance to 1st class and other classes as specified in the subject outline | Throughout the teaching period | N/A |
Additional details
Etty Jehn (February)
Mara Olekalns (April)
Jennifer Overbeck (July)
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
Last updated: 3 November 2022
Quotas apply to this subject
Dates & times
- February - Dual-Delivery
Mode of delivery Dual-Delivery (Parkville) Contact hours 30 hours Total time commitment 170 hours Pre teaching start date 21 February 2021 Pre teaching requirements students are required to complete approximately 15 hours of reading to prepare for the subject during pre-teaching period. Teaching period 28 February 2021 to 14 March 2021 Last self-enrol date 13 December 2020 Census date 5 March 2021 Last date to withdraw without fail 12 March 2021 Assessment period ends 14 March 2021 - April - Dual-Delivery
Mode of delivery Dual-Delivery (Parkville) Contact hours 30 hours Total time commitment 170 hours Pre teaching start date 10 April 2021 Pre teaching requirements Students are required to complete 15 hours of reading to prepare for the subject during pre-teaching period Teaching period 17 April 2021 to 15 May 2021 Last self-enrol date 7 February 2021 Census date 23 April 2021 Last date to withdraw without fail 30 April 2021 Assessment period ends 15 May 2021 - July - On Campus
Mode of delivery On Campus (Parkville) Contact hours 30 hours Total time commitment 170 hours Pre teaching start date 28 June 2021 Pre teaching requirements students are required to complete approximately 15 hours of reading to prepare for the subject during pre-teaching period. Teaching period 5 July 2021 to 10 September 2021 Last self-enrol date 25 April 2021 Census date 16 July 2021 Last date to withdraw without fail 20 August 2021 Assessment period ends 17 September 2021 July contact information
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
Last updated: 3 November 2022
Further information
- Texts
Prescribed texts
There are no specifically prescribed or recommended texts for this subject.
- Subject notes
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
- Related Handbook entries
This subject contributes to the following:
Type Name Course Master of Business Administration/Master of Marketing Course Master of Business Administration Course Master of Business Administration Course Master of Marketing Course Master of Marketing Course Master of Marketing - Available to Study Abroad and/or Study Exchange Students
This subject is available to students studying at the University from eligible overseas institutions on exchange and study abroad. Students are required to satisfy any listed requirements, such as pre- and co-requisites, for enrolment in the subject.
Last updated: 3 November 2022