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Business Negotiations and Deal-Making (LAWS90062)
Graduate courseworkPoints: 12.5Online
About this subject
- Overview
- Eligibility and requirements
- Assessment
- Dates and times
- Further information
- Timetable (login required)(opens in new window)
Contact information
January
Lecturer
Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: 13 MELB (13 6352), International: +(61 3) 9035 5511
Website: law.unimelb.edu.au
June
Lecturer
Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: 13 MELB (13 6352), International: +(61 3) 9035 5511
Website: law.unimelb.edu.au
November
Lecturer
Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: 13 MELB (13 6352), International: +(61 3) 9035 5511
Website: law.unimelb.edu.au
Overview
Availability(Quotas apply) | January - Online June - Online November - Online |
---|---|
Fees | Look up fees |
This subject focuses on skills and strategies that are key to negotiating, swaying and influencing counterparties in business negotiations and deal-making. In this subject, skills will be developed by constantly improving as business negotiators by asking the right questions, framing issues, gaining lessons learned, defining success metrics and negotiating with others with different skill-sets, perceptions and backgrounds. The subject will have a particular focus on negotiations in cross-border settings. The teacher is a leading expert in negotiation training, having taught and researched at prestigious institutions such as Berkeley, Stanford and Harvard, and trained executives at some of the world’s largest companies. He will draw on both real-world transactional and academic experience in leading the subject.
Principal topics and skills include the following:
- Understand why conflict arises between people and business organisations, within both a domestic and international context
- Assess and apply various strategic frameworks in diverse settings (business-to-business, private-public sector, etc)
- Define specific success metrics within diverse teams and groups before, during and after business negotiations and deal-making settings
- Apply and leverage the main conceptual frameworks related to transaction planning and conflict resolution within diverse environments - including distributive, integrative, and mixed motive negotiation styles (among others)
- Analyse and synthesise business negotiation theories, skill-sets and studies as current or future business negotiation professionals
- Recognise implicit and explicit biases and nudges that may hinder or help business negotiations, while developing strategies on how to bridge and create value from such gaps
- Develop, and learn how to continually develop, a value-added business negotiation toolbox and confidence as business negotiators and deal-makers
- Understand key contractual terms that may pivot business negotiators and negotiations
- Enhance effective communication skill-sets, both verbal and nonverbal, and develop an empathetic understanding of how and why counterparties may see things differently from you and your business unit
- Possess an overall understanding of the nature of disputes and conflict resolution, including ethical, cultural, economic, psychological and emotional factors.
Intended learning outcomes
A student who has successfully completed this subject will:
- Demonstrate business negotiation and deal-making skills and strategies in a domestic and global setting
- Display advanced knowledge and understanding of the principles, skills and strategies of business negotiations and deal-making
- Understand a lawyer’s/negotiator’s moral, ethical, and professional responsibilities within a business negotiation and deal-making context
- Articulate and apply business negotiation and deal-making theories to real-world situations in either a dispute settlement or deal-making negotiation context
- Differentiate between ethical and unethical practices and identify potential ethical dilemmas and solutions
- Exhibit the skill and confidence of business negotiators, including an awareness of possible psychological encouragements and barriers to consensus from a domestic and global perspective
- Develop skills and strategies for extreme business bargaining situations such as emotional bargaining, unethical tactics and severe time constraints
- Understand in a sophisticated way how business and legal mindsets interact and can ideally create value for all related parties
- Gain critical experience and confidence in business negotiations and deal-making through the course’s constant business negotiation practice simulation sessions.
Last updated: 31 January 2024
Eligibility and requirements
Prerequisites
Admission into a relevant Melbourne Law Masters program
Corequisites
None
Non-allowed subjects
Code | Name | Teaching period | Credit Points |
---|---|---|---|
LAWS50131 | Negotiations |
January (Online)
December (On Campus - Parkville)
January (Online)
December (On Campus - Parkville)
|
12.5 |
LAWS70468 | Negotiation Skills | Not available in 2024 |
12.5 |
LAWS90080 | Negotiation and Dispute Resolution | March (On Campus - Parkville) |
12.5 |
Recommended background knowledge
Applicants without legal qualifications should note that subjects are offered in the discipline of law at an advanced graduate level. While every effort will be made to meet the needs of students trained in other fields, concessions will not be made in the general level of instruction or assessment. Most subjects assume the knowledge usually acquired in a degree in law (LLB, JD or equivalent). Applicants should note that admission to some subjects in the Melbourne Law Masters will be dependent upon the individual applicant’s educational background and professional experience.
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
Description | Timing | Percentage |
---|---|---|
Participation in class exercises (15%), and role plays (15%), including the constructive assessment of one's own progress and actions as well as those of others | Throughout the teaching period | 30% |
Research paper on a related topic in consultation with the subject coordinator
| January offering: 20 March 2024 | June offering: 21 August 2024 | November offering: 15 January 2025 | 70% |
Hurdle requirement: A minimum of 75% attendance is required. | Throughout the teaching period | N/A |
Last updated: 31 January 2024
Quotas apply to this subject
Dates & times
- January - Online
Principal coordinator Jasper Kim Mode of delivery Online Contact hours Total time commitment 150 hours Pre teaching start date 18 December 2023 Pre teaching requirements Please refer to the Reading Guide on the LMS subject page for confirmation of which resources need to be read and what other preparation is required before the teaching period commences. Teaching period 22 January 2024 to 25 January 2024 Last self-enrol date 25 December 2023 Census date 23 January 2024 Last date to withdraw without fail 23 February 2024 Assessment period ends 20 March 2024 January contact information
Lecturer
Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: 13 MELB (13 6352), International: +(61 3) 9035 5511
Website: law.unimelb.edu.au - June - Online
Principal coordinator Jasper Kim Mode of delivery Online Contact hours Total time commitment 150 hours Pre teaching start date 28 May 2024 Pre teaching requirements Please refer to the Reading Guide on the LMS subject page for confirmation of which resources need to be read and what other preparation is required before the teaching period commences. Teaching period 25 June 2024 to 28 June 2024 Last self-enrol date 3 June 2024 Census date 26 June 2024 Last date to withdraw without fail 19 July 2024 Assessment period ends 21 August 2024 June contact information
Lecturer
Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: 13 MELB (13 6352), International: +(61 3) 9035 5511
Website: law.unimelb.edu.au - November - Online
Principal coordinator Jasper Kim Mode of delivery Online Contact hours Total time commitment 150 hours Pre teaching start date 15 October 2024 Pre teaching requirements Please refer to the Reading Guide on the LMS subject page for confirmation of which resources need to be read and what other preparation is required before the teaching period commences. Teaching period 12 November 2024 to 15 November 2024 Last self-enrol date 21 October 2024 Census date 13 November 2024 Last date to withdraw without fail 20 December 2024 Assessment period ends 15 January 2025 November contact information
Lecturer
Jasper Kim (Coordinator)
Email: law-masters@unimelb.edu.au
Phone: 13 MELB (13 6352), International: +(61 3) 9035 5511
Website: law.unimelb.edu.au
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 30 students per offering.
Enrolment is on a 'first in' basis. Waitlists are maintained for subjects that are fully subscribed.
Students should note priority of waitlisted places in subjects will be given as follows:
- To currently enrolled Graduate Diploma and Masters students with a satisfactory record in their degree
- To other students enrolling on a single subject basis, eg Community Access Program (CAP) students, cross-institutional study and cross-faculty study.
Please refer to the Melbourne Law Masters website for further information about the management of subject quotas and waitlists.
Melbourne Law School may reserve places in a subject for incoming international cohorts or where a subject is core to a specialisation with limited alternate options.
Last updated: 31 January 2024
Further information
- Texts
Prescribed texts
- Jasper Kim, Persuasion: The Hidden Forces That Influence Negotiations (Routledge, 2018)
Additional specialist materials will be made available via the LMS during the pre-teaching period.
- Related Handbook entries
This subject contributes to the following:
- Links to additional information
- 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.
Additional information for this subject
If required, please contact law-masters@unimelb.edu.au for subject coordinator approval.
- 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