James Cook University Subject Handbook - 2021
For subject information from 2025 and onwards, please visit the new JCU Course and Subject Handbook website.
BX3261 - Business Negotiation
| Credit points: | 03 |
| Year: | 2021 |
| Student Contribution Band: | Band 4 |
| 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 negotiations
- apply key concepts and approaches from negotiation practice and research
- demonstrate effective planning and develop strategies for successful negotiation
Subject Assessment
- Written > Reflection/reflective task 1 - (35%) - Individual
- Written > Test/Quiz 1 - (25%) - Individual
- Group Negotiation Activity - (40%) - Group
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 BX2061
Availabilities
Cairns, Trimester 2, Internal | |
| Census date: | Thursday, 24 Jun 2021 |
| Study Period Dates: | Monday, 31 May 2021 to Saturday, 28 Aug 2021 |
| Coordinator(s): | Assoc. Professor Anna Blackman |
| Lecturer(s): | DR Leonie Cassidy MRS Suzie Pont |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
Townsville, Trimester 2, Internal | |
| Census date: | Thursday, 24 Jun 2021 |
| Study Period Dates: | Monday, 31 May 2021 to Saturday, 28 Aug 2021 |
| Coordinator(s): | Assoc. Professor Anna Blackman |
| Lecturer(s): | DR Leonie Cassidy MR Paul McGrath |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
| Restrictions: | An enrolment quota applies. |
Trimester 2, External | |
| Census date: | Thursday, 24 Jun 2021 |
| Study Period Dates: | Monday, 31 May 2021 to Saturday, 28 Aug 2021 |
| Coordinator(s): | Assoc. Professor Anna Blackman |
| Lecturer(s): | DR Leonie Cassidy Assoc. Professor Anna Blackman |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
| Method of delivery: | WWW - LearnJCU |
| Restrictions: | An enrolment quota applies. |