BX3261 - Business Negotiation

Credit points:	03
Year:	2013
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.

Learning Outcomes

• explain the components of best practice negotiation skills;
• develop strategies for negotiation based on analysis of the situation;
• synthesise the components of cognition, human behaviour and principles of win/win outcomes into negotiation strategies.

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.

Prerequisites:	18 CP OF SUBJECTS
Inadmissible Subject Combinations:	MG2776 BX2061

Availabilities
Townsville, Block, Study Period 6
Census Date 27-Jun-2013
Face to face teaching 22-Jun-2013 to 30-Jun-2013 (Face to face dates are - (9-5pm) on 22, 23, 24, 29 & 30 June. Final exam will be held on 5 July, 2-4pm. Compulsory attendance requirements at first day 22/6 and the negotiation assessment on the 5th day of classes.)
Coord/Lect:	Mrs Tracey Mahony.
Contact hours:	39 hours workshops/Seminars
Assessment:	end of semester exam (30%); negotiation group activity (40%); experiential exercises (30%).
Restrictions:	An enrolment quota applies to this offering.
Townsville, Block, Study Period 10
Census Date 13-Dec-2013
Non-standard start/end 23-Nov-2013 to 10-Jan-2014
Face to face teaching 23-Nov-2013 to 01-Dec-2013 (Face to face dates are - (9-5pm) on 23, 24, 25, 30 Nov & 1 Dec. Final exam will be held on 6 Dec from 2-4pm. Compulsory attendance requirements at first lecture 23/11 and the negotiation assessment on the 5th day of classes.)
Coord/Lect:	Mrs Tracey Mahony.
Contact hours:	39 hours workshops/Seminars
Assessment:	end of semester exam (30%); negotiation group activity (40%); experiential exercises (30%).
Restrictions:	An enrolment quota applies to this offering.
Cairns, Block, Study Period 7
Census Date 11-Jul-2013
Face to face teaching 08-Jul-2013 to 17-Jul-2013 (Face to face dates are from 9-5 on 10, 11, 12, 16 & 17 July. Final exam will be held on 21 July from 2-4pm. Compulsory attendance required for first day of subject 10/7, and the negotiation assessment on the 5th day of classes.)
Coordinator:	Mrs Tracey Mahony
Lecturer:	Mr Dwight Lemke.
Contact hours:	39 hours workshops/Seminars
Assessment:	end of semester exam (30%); negotiation group activity (40%); experiential exercises (30%).

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.