BX2061 - Business Negotiation
| Credit points: | 03 |
| Year: | 2011 |
| Student Contribution Band: | Band 3 |
| Administered by: | School of Business |
This subject exposes participants to the art of negotiation in the business environment. It utilises practical exercises, role plays and case studies to illustrate strategies and tactics employed in negotiations. There is a focus on recognising distributive negotiation and integrative bargaining both in the students' personal lives and within the business workplace. Furthermore the subject leads students into the field of cross cultural negotiations and ethical considerations.
Learning Outcomes
- Demonstrate a comprehensive knowledge of business negotiation necessary for successful negotiations in a business environment;
- Display skills and abilities necessary for engaging successfully in negotiations in a variety of business settings;
- Demonstrate the ability to select appropriate strategies and tactics for a particular negotiation, planning for a negotiation, and implementing strategies and tactics;
- Develop an understanding of the ethical and cross-cultural issues in negotiations;
- Present an understanding of the importance to think innovatively and creatively in business negotiations so as to reach mutually satisfactory outcomes.
Graduate Qualities
- The ability to adapt knowledge to new situations;
- 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 evaluate that information;
- An understanding of the economic, legal, ethical, social and cultural issues involved in the use of information;
- 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 communicate effectively with a range of audiences;
- The ability to lead, manage and contribute effectively to teams;
- The ability to work with people of different gender, age, ethnicity, culture, religion and political persuasion;
- The ability to use online technologies effectively and ethically.
| Inadmissible Subject Combinations: | MG2776 BX3261 |
Availabilities | |
| Townsville, Block, Study Period 6 | |
| Census Date 23-Jun-2011 | |
| Face to face teaching 20-Jun-2011 to 28-Jun-2011 (Face to face dates are 9-5pm on 20, 21, 22, 27 & 28 June. Final Exam will be held on 1 July, 2-4pm. Compulsory attendance requirements in first lecture 20/6 and the negotiation assessment on the 5th day of classes.) | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
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| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| Townsville, Block, Study Period 10 | |
| Census Date 08-Dec-2011 | |
| Face to face teaching 21-Nov-2011 to 29-Nov-2011 (Face to face dates are 9-5pm on 21, 22, 23, 28 & 29 Nov. Final Exam will be held on 2 Dec, 2-4pm. Compulsory attendance requirements in first lecture 21/11 and the negotiation assesment on the 5th day of classes.) | |
| Coordinator: | Dr Josephine Pryce |
| Lecturer: | Ms Julie Edwards. |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| Cairns, Block, Study Period 7 | |
| Census Date 07-Jul-2011 | |
| Face to face teaching 04-Jul-2011 to 14-Jul-2011 (Briefing from 6-8pm on 4 July; Face-to-face teaching dates are 9 - 5pm on 6,7, 8, 12 &13 July. Final Exam on Monday 17 July 2-5pm. Compulsory attendance requirements in pre-course briefing, first lecture 6/7, and the negotiation assessment on the 5th day of classes.) | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| JCU Singapore, Internal, Study Period 51 | |
| Census Date 24-Mar-2011 | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| JCU Singapore, Internal, Study Period 52 | |
| Census Date 21-Jul-2011 | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| JCU Singapore, Internal, Study Period 53 | |
| Census Date 17-Nov-2011 | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| JCU Brisbane, Internal, Study Period 21 | |
| Census Date 14-Apr-2011 | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| JCU Brisbane, Internal, Study Period 22 | |
| Census Date 11-Aug-2011 | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
| JCU Brisbane, Internal, Study Period 23 | |
| Census Date 08-Dec-2011 | |
| Coordinator: | Dr Josephine Pryce |
| Contact hours: |
|
| Assessment: | end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%). |
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.