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James Cook University Subject Handbook - 2020

For subject information from 2025 and onwards, please visit the new JCU Course and Subject Handbook website.

BX2061 - Business Negotiation

Credit points:03
Year:2020
Student Contribution Band:Band 3
Prerequisites:15 CP OF BU OR BX OR LA SUBJECTS
Administered by:College of Business, Law & Governance

Subject Description

    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

Subject Assessment

  • Invigilated > Quizzes or tests - (25%)
  • Negotiation Group Activity - (40%)
  • Non-Invigilated > Essays - (35%)

Note that 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.

Inadmissible Subject Combinations:  MG2776 BX3261

Availabilities

Cairns, Study Period 7, Intensive, (Face to Face dates exist for this availability)

Census date:Thursday, 09 Jul 2020
Study Period Dates:Monday, 22 Jun 2020 to Friday, 24 Jul 2020
Face to face teaching:Monday, 22 Jun 2020 to Wednesday, 01 Jul 2020 (9-5pm 22-24th (Mon, Tues, Wed) June and 9-5pm 30th June & 1st July (Tues & Wed) 2020)
Coordinator(s):
Assoc. Professor Anna Blackman
Lecturer(s):
[Name missing]
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 38 Hours - Other - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.

JCU Brisbane, Study Period 21, Internal

Census date:Thursday, 09 Apr 2020
Study Period Dates:Monday, 16 Mar 2020 to Friday, 19 Jun 2020
Coordinator(s):
Assoc. Professor Anna Blackman
Lecturer(s):
[Name missing]
MR Max Boudan
MR George Valayil
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 38 Hours - Other - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.

JCU Brisbane, Study Period 22, Internal

Census date:Thursday, 06 Aug 2020
Study Period Dates:Monday, 13 Jul 2020 to Friday, 16 Oct 2020
Coordinator(s):
Assoc. Professor Anna Blackman
Lecturer(s):
[Name missing]
MR Max Boudan
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 38 Hours - Other - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.

JCU Singapore, Study Period 51, Internal

Census date:Thursday, 09 Apr 2020
Study Period Dates:Monday, 16 Mar 2020 to Friday, 19 Jun 2020
Coordinator(s):
Assoc. Professor Anna Blackman
Lecturer(s):
MR Mogan Swamy
[Name missing]
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 38 Hours - Other - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.

JCU Singapore, Study Period 53, Internal

Census date:Thursday, 03 Dec 2020
Study Period Dates:Monday, 09 Nov 2020 to Friday, 19 Feb 2021
Coordinator(s):
DR Benedict Atkinson
Lecturer(s):
MR Lance Dubos
[Name missing]
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 39 Hours - Lectures - Combination of lectures, tutorials and practicals

Townsville, Study Period 7, Intensive, (Face to Face dates exist for this availability)

Census date:Thursday, 09 Jul 2020
Study Period Dates:Monday, 22 Jun 2020 to Wednesday, 01 Jul 2020 (Non-standard)
Face to face teaching: (9-5pm 22-24th (Mon, Tues, Wed) June and 9-5pm 30th June & 1st July (Tues & Wed) 2020)
Coordinator(s):
Assoc. Professor Anna Blackman
Lecturer(s):
MR Paul McGrath
[Name missing]
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 38 Hours - Other - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
Restrictions:An enrolment quota applies.

Study Period 2, External

Census date:Thursday, 27 Aug 2020
Study Period Dates:Monday, 27 Jul 2020 to Friday, 20 Nov 2020
Coordinator(s):
Assoc. Professor Anna Blackman
Lecturer(s):
MR Paul McGrath
[Name missing]
MR Greg Walsh
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 0 Hours - Other
Method of delivery:WWW - LearnJCU