James Cook University Subject Handbook - 2020

LB5500 - Negotiation

Subject Description

This subject provides an introduction to contemporary theories of negotiation both in Australia and overseas. The subject builds a sound understanding of the various negotiation models available with a particular focus on interest-based negotiation. The subject explores the factors at play in negotiation, how to recognise them and how to deal with them. The overall focus is on the major elements and stages of the negotiation processes and levels and forms of intervention. Detailed attention is paid to recognition of negotiation styles, reactions and interventions with the intent of maximising the benefits to be derived through co-operative bargaining as distinct from positional bargaining.

Learning Outcomes

• evaluate complex conflict and related theories and standards for professional practice in CMR
• critically analyse complex conflicts and conflict management systems
• effectively communicate with, facilitate and support people in personal, group, organisational and cross-cultural conflict
• independently and critically reflect on and assess their own capabilities and performance, and make use of feedback as appropriate, to support personal and professional development

Subject Assessment

• Initial Learning Brief - (10%)
• Skills Assessment - (20%)
• Negotiation Plan - (20%)
• Negotiation Evaluation - (40%)
• Final Learning Brief - (10%)

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.

Assumed Knowledge:  LB5525, LB5530, LB5531 and LB5533.

Inadmissible Subject Combinations:  LB5522

Availabilities