1. Handbook
  2. Subjects
  3. Business Negotiations

Business Negotiations (MGMT20011)

Undergraduate level 2Points: 12.5On Campus (Parkville)

You’re viewing the 2019 Handbook:
Or view archived Handbooks


Year of offer2019
Subject levelUndergraduate Level 2
Subject codeMGMT20011
Availability(Quotas apply)
Winter Term
FeesSubject EFTSL, Level, Discipline & Census Date

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 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.

Intended learning outcomes

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.

Generic skills

On the completion of this subject, students will be able to:

- 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

- have an awareness of the relationship between business ethics, corporate social responsibility and negotiation tactics

In this subject students will have the opportunity to develop 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: 19 July 2019