BX2061 - Business Negotiation

Credit points:	03
Year:	2018
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 negotiation;
• apply key concepts and approaches from negotiation practice and research; and;
• demonstrate effective planning and development strategies for successful negotiation.

Prerequisites:	15 CP OF BU OR BX OR LA SUBJECTS
Inadmissible Subject Combinations:	MG2776 BX3261

Availabilities
External, Study Period 2
Census Date 23-Aug-2018
Contact hours:	0 hours
Method of Delivery:	WWW - LearnJCU
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).
Townsville, Block, Study Period 7
Census Date 05-Jul-2018
Face to face teaching 18-Jun-2018 to 04-Jul-2018 (9am-5pm 18-20 June 2018 (Mon, Tues, Wed) & 9-5pm 3-4 July 2018 (Tue, Wed))
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group activity (40%); exercises (25%).
Restrictions:	An enrolment quota applies to this offering.
Cairns, Block, Study Period 7
Census Date 05-Jul-2018
Face to face teaching 25-Jun-2018 to 10-Jul-2018 (9am-5pm 25-27 June 2018 (Mon, Tue, Wed) & 9am-5pm 9-10 July 2018 (Mon, Tue))
Lecturer:	Mrs Gerardine Rudolphy.
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group activity (40%); exercises (25%).
JCU Singapore, Internal, Study Period 51
Census Date 05-Apr-2018
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).
JCU Singapore, Internal, Study Period 53
Census Date 29-Nov-2018
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).
JCU Brisbane, Internal, Study Period 21
Census Date 05-Apr-2018
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).
JCU Brisbane, Internal, Study Period 22
Census Date 02-Aug-2018
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).
JCU Brisbane, Internal, Study Period 23
Census Date 29-Nov-2018
Contact hours:	38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential 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.