Year
2018
Units
4.5
Contact
1 x 3-hour seminar weekly
Enrolment not permitted
BUSN9210 has been successfully completed
Course context
Master of Accounting; Master of Business Administration, Master of Business (all Specialisations)
Topic description
This topic introduces students to the theory and practice of business negotiations. Beginning with an understanding of the nature of conflict and conflict handling styles, students explore various models of negotiation: adversarial, distributive, integrative, and principled. The workshops will include simulated commercial negotiation activities. Students will be asked to reflect upon their espoused and actual approach to negotiation in practice, and to prepare a plan for a negotiated outcome that is directly relevant to their own working lives.
Educational aims
To understand and apply various models and styles of negotiation to practical situations.
Expected learning outcomes
On successful completion of the topic, students will be able to:
- understand various models of negotiation and bargaining
- identify appropriate models according to the context in which they are deployed
- appreciate the value of relationship management in commercially and politically sensitive contexts
- use negotiation style as a flexible tool to manage the behaviour of oneself and others in order to improve the chances of agreement
- report accurately and intelligently on negotiations observed or experienced by the reporter
- prepare negotiation briefs and plans
- better lead and participate in negotiation teams
- train other people in the basics of negotiation analysis and practice
- critically analyse academic and 'practitioner toolkit' literature on negotiation
- develop a personal plan to refine the learning achieved in this topic
Key dates and timetable
Timetable details for 2018 are no longer published.
Sturt Rd, Bedford Park
South Australia 5042
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