BX2061 - Business Negotiation

Credit points:	03
Year:	2019
Student Contribution Band:	Band 3
Administered by:

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
, Study Period 2
Census Date 29-Aug-2019
Contact hours:	0 hours
Method of Delivery:	WWW - LearnJCU
Assessment:	end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).
Townsville, , Study Period 7
Census Date 11-Jul-2019
Face to face teaching 24-Jun-2019 to 03-Jul-2019 (9-5pm 24-26th (Mon, Tues, Wed) June and 9-5pm 2nd & 3rd (Tues & Wed) July 2019)
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, , Study Period 7
Census Date 11-Jul-2019
Face to face teaching 24-Jun-2019 to 03-Jul-2019 (9-5pm 24-26th (Mon, Tues, Wed) June and 9-5pm 2nd & 3rd (Tues & Wed) July 2019)
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, , Study Period 52
Census Date 08-Aug-2019
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, , Study Period 21
Census Date 11-Apr-2019
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, , Study Period 22
Census Date 08-Aug-2019
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, , Study Period 23
Census Date 05-Dec-2019
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.