James Cook University Subject Handbook - 2024

BX2061 - Business Negotiation

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

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