James Cook University Subject Handbook - 2022
For subject information from 2025 and onwards, please visit the new JCU Course and Subject Handbook website.
BX3261 - 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
- synthesise and reflect on key concepts and approaches from negotiation practice and research
- demonstrate effective development strategies for successful negotiation
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 BX2061
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.
|
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 |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
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.
|
| Method of delivery: | WWW - LearnJCU |