Business Negotiations (MGMT20011)

Undergraduate level 2Points: 12.5On Campus (Parkville)

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Overview

Availability(Quotas apply)
Winter Term
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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; and
  • Demonstrate an awareness of the relationship between business ethics, corporate social responsibility and negotiation tactics.

Generic skills

On successful completion of this subject, students should have improved the following 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: 9 April 2025

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: 9 April 2025

Assessment

DescriptionTimingPercentage

Tutorial participation

  • 20 hours
Hurdle requirement: Students are required to attend 80% of tutorials during the intensive program to pass this subject.		Throughout the teaching period0%

Negotiation case preparation tasks and participation in case negotiations in class (equivalent to 1000 words)

  • 1000 words
Throughout the teaching period30%

Individual assignment (due one week after the conclusion of classes)

  • 1000 words
During the assessment period30%

End-of-semester examination

  • 2 hours
During the assessment period40%

Last updated: 9 April 2025

Quotas apply to this subject

Dates & times

  • Winter Term
    Principal coordinatorAndrew Zur
    Mode of deliveryOn Campus (Parkville)
    Contact hours36 hours
    Total time commitment108 hours
    Teaching period24 June 2024 to 5 July 2024
    Last self-enrol date17 June 2024
    Census date 5 July 2024
    Last date to withdraw without fail12 July 2024
    Assessment period ends19 July 2024

    Winter Term contact information

    Mr Andrew Zur: ajzur@unimelb.edu.au 

Time commitment details

108 hours

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 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: 9 April 2025

Further information

Last updated: 9 April 2025