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Negotiations (BUSA90273)
Graduate courseworkPoints: 12.5On Campus (Parkville)
To learn more, visit 2023 Course and subject delivery.
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) | January March May July September |
---|---|
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: 31 January 2024
Eligibility and requirements
Prerequisites
Prerequisite
Option 1
87.5 credit points from
Code | Name | Teaching period | Credit Points |
---|---|---|---|
BUSA90480 | Leadership |
June (On Campus - Parkville)
Winter Term (On Campus - Parkville)
March (On Campus - Parkville)
Summer Term (On Campus - Parkville)
October (Online)
September (On Campus - Parkville)
March (On Campus - Parkville)
|
6.25 |
BUSA90481 | Managerial Ethics & Business Environment |
October (Online)
September (On Campus - Parkville)
Summer Term (On Campus - Parkville)
March (On Campus - Parkville)
April (On Campus - Parkville)
June (On Campus - Parkville)
|
6.25 |
BUSA90060 | Data Analysis |
April (On Campus - Parkville)
September (On Campus - Parkville)
July (On Campus - Parkville)
January (On Campus - Parkville)
|
12.5 |
BUSA90224 | Managing People |
July (On Campus - Parkville)
January (On Campus - Parkville)
September (On Campus - Parkville)
April (On Campus - Parkville)
|
12.5 |
BUSA90243 | Marketing |
April (On Campus - Parkville)
January (On Campus - Parkville)
September (On Campus - Parkville)
July (On Campus - Parkville)
|
12.5 |
BUSA90001 | Financial Accounting |
July (On Campus - Parkville)
January (On Campus - Parkville)
September (On Campus - Parkville)
April (On Campus - Parkville)
|
12.5 |
BUSA90193 | Managerial Economics |
January (On Campus - Parkville)
July (On Campus - Parkville)
April (On Campus - Parkville)
September (On Campus - Parkville)
|
12.5 |
BUSA90093 | Finance |
July (On Campus - Parkville)
January (On Campus - Parkville)
September (On Campus - Parkville)
April (On Campus - Parkville)
|
12.5 |
AND
25 credit points from
Code | Name | Teaching period | Credit Points |
---|---|---|---|
BUSA90026 | Business Strategy |
July (On Campus - Parkville)
April (On Campus - Parkville)
April (On Campus - Parkville)
September (On Campus - Parkville)
|
12.5 |
BUSA90227 | Operations |
April (On Campus - Parkville)
September (On Campus - Parkville)
April (On Campus - Parkville)
July (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 |
July (On Campus - Parkville)
April (On Campus - Parkville)
April (On Campus - Parkville)
September (On Campus - Parkville)
|
12.5 |
BUSA90227 | Operations |
April (On Campus - Parkville)
September (On Campus - Parkville)
April (On Campus - Parkville)
July (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
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: 31 January 2024
Quotas apply to this subject
Dates & times
- January
Mode of delivery On Campus (Parkville) Contact hours Total time commitment 170 hours Pre teaching start date 9 January 2023 Pre teaching requirements students are required to complete approximately 15 hours of readings to prepare for the subject during the pre-teaching period Teaching period 16 January 2023 to 24 March 2023 Last self-enrol date 11 December 2022 Census date 27 January 2023 Last date to withdraw without fail 3 March 2023 Assessment period ends 31 March 2023 - March
Mode of delivery On Campus (Parkville) Contact hours Total time commitment 170 hours Pre teaching start date 25 February 2023 Pre teaching requirements students are required to complete approximately 10 hours of reading to prepare for the subject during the pre-teaching period Teaching period 4 March 2023 to 19 March 2023 Last self-enrol date 16 January 2023 Census date 10 March 2023 Last date to withdraw without fail 17 March 2023 Assessment period ends 19 March 2023 - May
Mode of delivery On Campus (Parkville) Contact hours Total time commitment 170 hours Pre teaching start date 13 May 2023 Pre teaching requirements students are required to complete approximately 15 hours of readings to prepare for the subject during the pre-teaching period Teaching period 20 May 2023 to 3 June 2023 Last self-enrol date 5 February 2023 Census date 26 May 2023 Last date to withdraw without fail 2 June 2023 Assessment period ends 3 June 2023 - July
Mode of delivery On Campus (Parkville) Contact hours 30 hours Total time commitment 170 hours Pre teaching start date 1 July 2023 Pre teaching requirements students are required to complete approximately 15 hours of reading to prepare for the subject during pre-teaching period. Teaching period 8 July 2023 to 5 August 2023 Last self-enrol date 23 April 2023 Census date 14 July 2023 Last date to withdraw without fail 21 July 2023 Assessment period ends 5 August 2023 July contact information
- September
Mode of delivery On Campus (Parkville) Contact hours Total time commitment 170 hours Pre teaching start date 23 September 2023 Pre teaching requirements Students are required to complete approximately 15 hours of readings to prepare for the subject during the pre-teaching period. Teaching period 30 September 2023 to 25 November 2023 Last self-enrol date 16 July 2023 Census date 2 November 2023 Last date to withdraw without fail 3 November 2023 Assessment period ends 25 November 2023
What do these dates mean
Visit this webpage to find out about these key dates, including how they impact on:
- Your tuition fees, academic transcript and statements.
- And for Commonwealth Supported students, your:
- Student Learning Entitlement. This applies to all students enrolled in a Commonwealth Supported Place (CSP).
Subjects withdrawn after the census date (including up to the ‘last day to withdraw without fail’) count toward the Student Learning Entitlement.
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
- 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 Marketing Course Master of Marketing Course Master of Marketing Course Master of Business Administration Course Master of Business Administration Course Master of Business Administration/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: 31 January 2024