BX3261 - Business Negotiation
| Credit points: | 03 |
| Year: | 2016 |
| Student Contribution Band: | Band 3 |
| Administered by: | College of Business, Law & Governance |
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 bargaining and integrative negotiation in the corporate world.
Learning Outcomes
- explain the strategic, interpersonal and psychological aspects of negotiations;
- apply key concepts and approaches from negotiation practice and research;
- demonstrate effective planning and develop strategies for successful negotiation.
| Prerequisites: | 15 CP OF BU OR BX OR LA SUBJECTS |
| Inadmissible Subject Combinations: | MG2776 BX2061 |
Availabilities | |
| Townsville, Block, Study Period 6 | |
| Census Date 16-Jun-2016 | |
| Face to face teaching 18-Jun-2016 to 10-Jul-2016 (Face-to-face teaching dates are: 9am-5pm 18-20 June and 9-10 July. Final exam 6pm-8.30pm 25 July.) | |
| Coordinator: | Assoc. Professor Hayden Lesbirel |
| Contact hours: |
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| Assessment: | end of semester exam (35%); negotiation group activity (40%); exercises (25%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| External, Study Period 2 | |
| Census Date 25-Aug-2016 | |
| Coordinator: | Assoc. Professor Hayden Lesbirel |
| Contact hours: |
|
| Method of Delivery: | WWW - LearnJCU |
| Assessment: | end of semester exam (35%); negotiation group activity (40%); exercises (25%). |
| Restrictions: |
An enrolment quota applies to this offering. |
| Cairns, Block, Study Period 6 | |
| Census Date 16-Jun-2016 | |
| Face to face teaching 25-Jun-2016 to 17-Jul-2016 (Face-to-face teaching dates are: 9am-5pm 25-27 June and 16-17 July. Final exam 6pm-8.30pm 25 July.) | |
| Coordinator: | Assoc. Professor Hayden Lesbirel |
| Contact hours: |
|
| Assessment: | end of semester exam (35%); negotiation group activity (40%); exercises (25%). |
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.