James Cook University Subject Handbook - 2023
For subject information from 2025 and onwards, please visit the new JCU Course and Subject Handbook website.
BX2061 - Business Negotiation
| Credit points: | 03 |
| Year: | 2023 |
| 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 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
- Written > Reflection/reflective task 1 - (35%) - Individual
- 20% Report; 20% Oral Negotiation - (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 BX3261
Availabilities
Cairns Nguma-bada, Trimester 1, Internal | |
| Census date: | Thursday, 09 Mar 2023 |
| Study Period Dates: | Monday, 13 Feb 2023 to Saturday, 13 May 2023 |
| Coordinator(s): | DR Leonie Cassidy |
| Lecturer(s): | DR Leonie Cassidy MS Julie Edwards |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
JCU Brisbane, Trimester 1, Internal | |
| Census date: | Thursday, 09 Mar 2023 |
| Study Period Dates: | Monday, 13 Feb 2023 to Saturday, 13 May 2023 |
| Coordinator(s): | DR Leonie Cassidy |
| Lecturer(s): | MR Geoff Wessling |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
JCU Brisbane, Trimester 2, Internal | |
| Census date: | Thursday, 22 Jun 2023 |
| Study Period Dates: | Monday, 29 May 2023 to Saturday, 26 Aug 2023 |
| Coordinator(s): | DR Leonie Cassidy |
| Lecturer(s): | MR Geoff Wessling |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
JCU Brisbane, Trimester 3, Internal | |
| Census date: | Thursday, 05 Oct 2023 |
| Study Period Dates: | Monday, 11 Sep 2023 to Saturday, 09 Dec 2023 |
| Coordinator(s): | DR Leonie Cassidy |
| Lecturer(s): | MR Geoff Wessling MS Julie Edwards |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
JCU Singapore, Study Period 51, Internal | |
| Census date: | Thursday, 06 Apr 2023 |
| Study Period Dates: | Monday, 13 Mar 2023 to Friday, 16 Jun 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.
|
JCU Singapore, Study Period 53, Internal | |
| Census date: | Thursday, 30 Nov 2023 |
| Study Period Dates: | Monday, 06 Nov 2023 to Saturday, 27 Jan 2024 |
| 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.
|
Townsville Bebegu Yumba, Trimester 1, External | |
| Census date: | Thursday, 09 Mar 2023 |
| Study Period Dates: | Monday, 13 Feb 2023 to Saturday, 13 May 2023 |
| Coordinator(s): | DR Leonie Cassidy |
| Lecturer(s): | DR Leonie Cassidy MS Julie Edwards |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
| Method of delivery: | WWW - LearnJCU |
Townsville Bebegu Yumba, Trimester 1, Internal | |
| Census date: | Thursday, 09 Mar 2023 |
| Study Period Dates: | Monday, 13 Feb 2023 to Saturday, 13 May 2023 |
| Coordinator(s): | DR Leonie Cassidy DR Leigh-Ann Onnis |
| Lecturer(s): | MR Greg Walsh MS Julie Edwards MR Mike Stipis |
| Workload expectations: | The student workload for this 3 credit point subject is approximately 130 hours.
|
| Restrictions: | An enrolment quota applies. |