LB5500 - Negotiation

Credit points:	03
Year:	2006
Student Contribution Band:	Band 2
Administered by:

This subject provides an introduction to and analysis of the development of contemporary theories of negotiation both in Australia and overseas. It starts with an analysis of various sources and types of conflict and conflict resolution principles. Building upon this analysis is an exploration of the factors at play in negotiation, how to recognise them and how to deal with them. The overall focus is on the major elements and stages of the negotiation processes and levels and forms of intervention. Detailed attention is paid to recognition of negotiation styles, reactions and interventions with the intent of maximising the benefits to be derived through co-operative bargaining as distinct from positional bargaining. In particular, a model of interest based negotiation is investigated. The workshop component of this subject provides an opportunity for students to engage in experiential learning activities which facilitate the development of practical skills in negotiation.

Learning Outcomes

• understand the structure, nature and format that inevitably occurs in the negotiation process;
• understand the field of negotiation generally and specifically to the recent phenomena of the growth of negotiation as a problem solving method, both in Western cultures and in other cultures;
• comprehend the inter-connectedness of negotiation models and court and industry practice in relation to negotiation;
• understand the many forms in which conflict presents itself and appropriate methods for managing the many forms of that conflict;
• develop practical skills in negotiation.

Graduate Qualities

• The ability to think critically, to analyse and evaluate claims, evidence and arguments;
• The ability to adapt knowledge to new situations;
• The ability to define and to solve problems in at least one discipline area;
• The ability to lead, manage and contribute effectively to teams;
• The ability to speak and write logically, clearly and creatively;
• The ability to access and employ online technologies effectively;
• The ability to use and interpret different media;
• A coherent and disciplined body of skills, knowledge, values and professional ethics in at least one discipline area;
• The ability to use a variety of media and methods to retrieve, analyse, evaluate, organise and present information;
• The ability to learn independently and in a self-directed manner;
• A commitment to lifelong learning and intellectual development.

Availabilities
, , Study Period 3
Census Date 27-Jan-2006
Face to face teaching 11-Jan-2006 to 15-Jan-2006 (5 day block dates)
Coord/Lect:	jc143687.
Contact hours:	35 hours
Assessment:	(30%); (20%); (50%).
Restrictions:	An enrolment quota applies to this offering.

Note: Minor variations might occur due to the continuous Subject quality improvement process, and in case of minor variation(s) in assessment details, the Subject Outline represents the latest official information.