BX3261 - Business Negotiation
| Credit points: | 03 |
| Year: | 2014 |
| Student Contribution Band: | Band 3 |
| Administered by: | School of Business (pre 2015) |
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.
| Prerequisites: | 15 CP OF BU OR BX OR LA SUBJECTS |
| Inadmissible Subject Combinations: | MG2776 BX2061 |
Availabilities | |
| Townsville, Block, Study Period 6 | |
| Census Date 26-Jun-2014 | |
| Face to face teaching 21-Jun-2014 to 29-Jun-2014 (Face to face dates are 9am-5pm on 21, 22, 23, 28 & 29 June. Final Exam will be held on 3 July from 3-5pm. Compulsory attendance requirements on first day 21/6 and the negotiation assessment on the 5th day of classes.) | |
| Coord/Lect: | Dr Michael Underdown. |
| Contact hours: |
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| Assessment: | end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| Townsville, Block, Study Period 10 | |
| Census Date 11-Dec-2014 | |
| Non-standard start/end 22-Nov-2014 to 09-Jan-2015 | |
| Face to face teaching 22-Nov-2014 to 30-Nov-2014 (Face to face dates are 9am-5pm on 22, 23, 24, 29 & 30 Nov. Final exam on 5 Dec from 2-4pm. Compulsory attendance requirements at first day 22/11 and the negotiation assessment on the 5th day of classes.) | |
| Coord/Lect: | Dr Michael Underdown. |
| Contact hours: |
|
| Assessment: | end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| External, Study Period 2 | |
| Census Date 28-Aug-2014 | |
| Coord/Lect: | Dr Michael Underdown. |
| Contact hours: |
|
| Method of Delivery: | WWW - LearnJCU |
| Assessment: | end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| Cairns, Block, Study Period 6 | |
| Census Date 26-Jun-2014 | |
| Face to face teaching 21-Jun-2014 to 29-Jun-2014 (Face-to-face teaching dates are 9am-5pm on 21, 22, 23, 28 & 29 June; Final Exam on 3 July 3-5pm. Compulsory attendance required on first day of subject 21/6 & negotiation assessment on the 5th day of classes) | |
| Coordinator: | Dr Michael Underdown |
| Lecturer: | Mr Dwight Lemke. |
| Contact hours: |
|
| Assessment: | end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%). |
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.