Negotiations (BUSA90273)

Graduate courseworkPoints: 12.5Dual-Delivery (Parkville) and On Campus (Parkville)

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Overview

Availability(Quotas apply)
Summer Term - Dual-Delivery
April - Dual-Delivery
July - On Campus
July - On Campus
FeesLook 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: 31 January 2024

Eligibility and requirements

Prerequisites

Prerequisite

Option 1

87.5 credit points from

Code Name Teaching period Credit Points
BUSA90480 Leadership
April (On Campus - Parkville)
September (On Campus - Parkville)
March (Dual-Delivery - Parkville)
June (Dual-Delivery - Parkville)
 6.25
BUSA90481 Managerial Ethics & Business Environment
March (On Campus - Parkville)
July (On Campus - Parkville)
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
 6.25
BUSA90060 Data Analysis
September (On Campus - Parkville)
July (On Campus - Parkville)
April (Dual-Delivery - Parkville)
 12.5
BUSA90224 Managing People
September (On Campus - Parkville)
July (On Campus - Parkville)
April (Dual-Delivery - Parkville)
 12.5
BUSA90243 Marketing
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
 12.5
BUSA90001 Financial Accounting
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
 12.5
BUSA90193 Managerial Economics
January (Dual-Delivery - Parkville)
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
September (On Campus - Parkville)
 12.5
BUSA90093 Finance
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
 12.5

AND

25 credit points from

Code Name Teaching period Credit Points
BUSA90026 Business Strategy
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
 12.5
BUSA90227 Operations
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
 12.5

Note: these subjects may be taken concurrently (at the same time)

OR

Option 2

106.25 credit points from

Code Name Teaching period Credit Points
BUSA90482 General Management 1
September (On Campus - Parkville)
 62.5
BUSA90483 General Management 2
January (On Campus - Parkville)
 43.75

AND

25 credit points from

Code Name Teaching period Credit Points
BUSA90026 Business Strategy
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
September (On Campus - Parkville)
April (Dual-Delivery - Parkville)
 12.5
BUSA90227 Operations
April (Dual-Delivery - Parkville)
July (On Campus - Parkville)
January (Dual-Delivery - Parkville)
September (On Campus - Parkville)
 12.5

OR

Option 3

Admission into one of the following: MC-ENTRPSP Master of Entrepreneurship, MC-ETRENH Master of Entrepreneurship (Enhanced)

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: 31 January 2024

Assessment

April

DescriptionTimingPercentage

Contribution to class learning

Throughout the teaching period10%

2 Individual assignments due end of week 4 & 6

  • 900 words (each)
Hurdle requirement: Students are required to pass the assignment to pass the subject		From Week 4 to Week 650%

Syndicate project; Presentation (10 minutes) and Report (2,000 words) end of Week 9

Week 940%
Hurdle requirement: 80% attendance and attendance to 1st class and other classes as specified in the subject outlineThroughout the teaching periodN/A

February

DescriptionTimingPercentage

Contribution to class learning

Throughout the teaching period15%

Strategic preparation exercises due end of week 4 & 9

  • 900 words (each)
Hurdle requirement: Students are required to pass the assignment to pass the subject		From Week 4 to Week 940%

Syndicate project; Presentation (10 minutes) and Report (2,000 words), end of Week 9

Week 945%
Hurdle requirement: 80% attendance and attendance to 1st class and other classes as specified in the subject outlineThroughout the teaching periodN/A

July

DescriptionTimingPercentage

Class participation

Throughout the teaching period15%

Individual weekly exercise

Throughout the teaching period10%

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 outlineThroughout the teaching periodN/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: 31 January 2024

Quotas apply to this subject

Dates & times

  • Summer Term - Dual-Delivery
    Mode of deliveryDual-Delivery (Parkville)
    Contact hours
    Total time commitment170 hours
    Pre teaching start date22 January 2022
    Pre teaching requirementsstudents are required to complete approximately 15 hours of readings to prepare for the subject during the pre-teaching period
    Teaching period29 January 2022 to 12 February 2022
    Last self-enrol date12 December 2021
    Census date 4 February 2022
    Last date to withdraw without fail11 February 2022
    Assessment period ends12 February 2022
  • April - Dual-Delivery
    Mode of deliveryDual-Delivery (Parkville)
    Contact hours30 hours
    Total time commitment170 hours
    Pre teaching start date 4 April 2022
    Pre teaching requirementsStudents are required to complete 15 hours of reading to prepare for the subject during pre-teaching period
    Teaching period11 April 2022 to 17 June 2022
    Last self-enrol date 6 February 2022
    Census date22 April 2022
    Last date to withdraw without fail27 May 2022
    Assessment period ends24 June 2022
  • July - On Campus
    Mode of deliveryOn Campus (Parkville)
    Contact hours
    Total time commitment170 hours
    Pre teaching start date30 June 2022
    Pre teaching requirementsStudents are required to complete approximately 15 hours of preparation work during the pre-teaching period
    Teaching period 7 July 2022 to 12 September 2022
    Last self-enrol date30 May 2022
    Census date15 July 2022
    Last date to withdraw without fail12 August 2022
    Assessment period ends12 September 2022
  • July - On Campus
    Mode of deliveryOn Campus (Parkville)
    Contact hours30 hours
    Total time commitment170 hours
    Pre teaching start date27 June 2022
    Pre teaching requirementsstudents are required to complete approximately 15 hours of reading to prepare for the subject during pre-teaching period.
    Teaching period 4 July 2022 to 9 September 2022
    Last self-enrol date24 April 2022
    Census date15 July 2022
    Last date to withdraw without fail19 August 2022
    Assessment period ends16 September 2022

    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

Last updated: 31 January 2024

Further information

Last updated: 31 January 2024