LB5522 - Negotiation Theory and Practice

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

Available in 2009

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. This course is taught in external mode however students are required to engage in online discussions, activities and role-plays.

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;
• 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;
• develop practical skills in negotiation.

Graduate Qualities

• 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 think critically, to analyse and evaluate claims, evidence and arguments, and to reason and deploy evidence clearly and logically;
• The ability to select and organise information and to communicate it accurately, cogently, coherently, creatively and ethically;
• The acquisition of coherent and disciplined sets of skills, knowledge, values and professional ethics from at least one discipline area;
• The ability to reflect on and evaluate learning, and to learn independently in a self directed manner;
• The ability to speak and write clearly, coherently and creatively;
• The ability to lead, manage and contribute effectively to teams;
• The ability to use online technologies effectively and ethically.

Availabilities
External, Study Period 2
Census Date 28-Aug-2009
Coordinator:	Mr Sean Johnson
Contact hours:	0 hours
Method of Delivery:	WWW - LearnJCU
Assessment:	essays (60%); (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.