LB5500 - Negotiation

Credit points:	03
Year:	2009
Student Contribution Band:	Band 3
Administered by:	School of Law Office

This subject provides an introduction to and analysis of the development of contemporary theories of negotiation both in Australia and overseas. The subject builds a sound understanding of the various negotiation models available with a particular focus on interest based negotiation. The subject explores 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. 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;
• develop practical skills in negotiation;
• understand the field of negotiation generally and the recent growth of negotiation as a problem solving method, both in Western cultures and in other cultures;
• to demonstrate a practical understand of the factors that influence a negotiation and how to manage them;
• to implement an effective planning process in preparation for negotiations.

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.

Inadmissible Subject Combinations:

LB5522

Availabilities
Townsville, Block, Study Period 4
Census Date 20-Mar-2009
Face to face teaching 27-Feb-2009 to 22-Mar-2009 (Two workshops, one of three days duration and one of two days duration: 13/14/15 March and 21/22 March.)
Coord/Lect:	Mr Sean Johnson.
Contact hours:	35 hours workshops/Seminars
Assessment:	self and/or per evaluation of role play performance (20%); online critical review blog and participation in online discussion boards (40%); negotiation analysis report; take home exam (40%).

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.