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James Cook University Subject Handbook - 2022

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

BX2061 - Business Negotiation

Credit points:03
Year:2022
Student Contribution Band:Band 4
Prerequisites:15 CP OF BU OR BX OR LA SUBJECTS
Administered by:College of Business, Law & Governance (pre 2023 PCS)

Subject Description

    This subject provides a comprehensive introduction to the major concepts and theories of the psychology and economics of bargaining and negotiation and to the broader foundations of conflict and conflict resolution. 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. It includes the latest research and trends on negotiation strategy, tactics and effectiveness.

Learning Outcomes

  • explain the strategic, interpersonal and psychological aspects of negotiation
  • demonstrate effective planning and development strategies for successful negotiation
  • synthesise and reflect on key concepts and approaches from negotiation practice and research

Subject Assessment

  • Written > Test/Quiz 1 - (25%) - Individual
  • Oral > Presentation 1 - (40%) - Group
  • Written > Reflection/reflective task 1 - (35%) - Individual

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, Trimester 1, Internal

Census date:Thursday, 10 Mar 2022
Study Period Dates:Monday, 14 Feb 2022 to Saturday, 14 May 2022
Coordinator(s):
DR Leonie Cassidy
DR Leigh-Ann Onnis
Lecturer(s):
DR Leonie Cassidy
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, Trimester 1, Internal

Census date:Thursday, 10 Mar 2022
Study Period Dates:Monday, 14 Feb 2022 to Saturday, 14 May 2022
Coordinator(s):
DR Leonie Cassidy
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, Trimester 2, Internal

Census date:Thursday, 23 Jun 2022
Study Period Dates:Monday, 30 May 2022 to Saturday, 27 Aug 2022
Coordinator(s):
DR Leonie Cassidy
DR Leigh-Ann Onnis
Lecturer(s):
MR Robert Godby
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, Trimester 3, Internal

Census date:Thursday, 06 Oct 2022
Study Period Dates:Monday, 12 Sep 2022 to Saturday, 10 Dec 2022
Coordinator(s):
DR Leonie Cassidy
DR Leigh-Ann Onnis
Lecturer(s):
MR Robert Godby
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, 07 Apr 2022
Study Period Dates:Monday, 14 Mar 2022 to Friday, 17 Jun 2022
Coordinator(s):
DR Adrian Bradshaw
DR Chun Meng Tang
Lecturer(s):
MR Lance DuBos
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, 01 Dec 2022
Study Period Dates:Monday, 07 Nov 2022 to Friday, 17 Feb 2023
Coordinator(s):
DR Adrian Bradshaw
Lecturer(s):
MR Lance DuBos
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.

Townsville, Trimester 1, Internal

Census date:Thursday, 10 Mar 2022
Study Period Dates:Monday, 14 Feb 2022 to Saturday, 14 May 2022
Coordinator(s):
DR Leonie Cassidy
DR Leigh-Ann Onnis
Lecturer(s):
DR Jane Oorschot
MR Greg Walsh
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.

Trimester 1, External

Census date:Thursday, 10 Mar 2022
Study Period Dates:Monday, 14 Feb 2022 to Saturday, 14 May 2022
Coordinator(s):
DR Leonie Cassidy
DR Leigh-Ann Onnis
Lecturer(s):
DR Leonie Cassidy
Workload expectations:The student workload for this 3 credit point subject is approximately 130 hours.
  • 0 Hours - Other
Method of delivery:WWW - LearnJCU