LB5500 - Negotiation

Credit points:	03
Year:	2013
Student Contribution Band:	Band 3
Administered by:	School of Law Office

This subject provides an introduction to 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.

Learning Outcomes

• describe the structure and stages of a negotiation process;
• explain factors that influence a negotiation and apply techniques to manage them (in negotiation role-plays) and analyse behaviours of parties in negotiation;
• design an effective planning process in preparation for negotiations;
• develop practical negotiation skills;
• critically evaluate your performance as a negotiator and your skills development.

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, Limited, Study Period 3
Census Date 07-Feb-2013
Face to face teaching 02-Feb-2013 to 17-Feb-2013 (Two workshops, each of two days duration: 2/3 Feb and 16/17 Feb 2013. Results will be published later than 11 March 2013.)
Coordinator:	Assoc. Professor Sam Hardy
Lecturer:	Mr Brett Greenland.
Contact hours:	28 hours workshops/Seminars
Assessment:	essays (50%); discussion paper (30%); online participation (20%).
Special Assessment Requirements:	Attendance on all days is compulsory. Pre-workshop readings and online participation.
Restrictions:	An enrolment quota applies to this offering.
Townsville, Limited, Study Period 6
Census Date 27-Jun-2013
Non-standard start/end 08-Jun-2013 to 02-Aug-2013
Face to face teaching 08-Jun-2013 to 23-Jun-2013 (Two workshops, each of two days duration: 8/9 June and 22/23 June 2012. Compulsory pre-reading required prior to attending workshop.)
Coordinator:	Assoc. Professor Sam Hardy
Lecturer:	Mr Brett Greenland.
Contact hours:	28 hours workshops/Seminars
Assessment:	essays (50%); discussion paper (30%); online participation (20%).
Special Assessment Requirements:	Attendance on all days is compulsory. Pre-workshop readings and online participation.
Restrictions:	An enrolment quota applies to this offering.
External, Study Period 1
Census Date 28-Mar-2013
Coordinator:	Assoc. Professor Sam Hardy
Lecturer:	Mr Brett Greenland.
Contact hours:	28 hours workshops/Seminars - Optional workshops: Two workshops, each of two days duration: 2/3 Feb and 16/17 Feb 2013
Method of Delivery:	WWW - LearnJCU
Assessment:	essays (50%); discussion paper (30%); online participation (20%).
Restrictions:	An enrolment quota applies to this offering.
External, Study Period 2
Census Date 29-Aug-2013
Coordinator:	Assoc. Professor Sam Hardy
Lecturer:	Mr Brett Greenland.
Contact hours:	28 hours workshops/Seminars - Optional workshops: Two workshops, each of two days duration: 8/9 June and 22/23 June 2013. Pre-reading required prior to attending workshop.
Method of Delivery:	WWW - LearnJCU
Assessment:	essays (50%); discussion paper (30%); online participation (20%).
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.