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MGMT5647 Negotiation Behaviour

Credit
6 points
Offering
(see Timetable)
AvailabilityLocationMode
Non-standard teaching periodUWA (Perth)Face to face
Non-standard teaching periodUWA (Perth)Face to face
Trimester 3UWA (Perth)Face to face
Content
This unit examines the process of reaching agreement through negotiation. Students develop an understanding of negotiation through practical exploration of competition and cooperation, strategic choice, the dynamics of phases and the processes of interaction. The emphasis is on developing a considered strategic approach which has application in business and other contexts. A high degree of participation is required.
Outcomes
Students are able to (1) develop a familiarity and critical understanding of the process of negotiation from the scholarly literature and practice of negotiation, including international and ethical considerations; (2) identify and apply effective individual behavioural skills in face-to-face negotiation and enhance their own skill level through class-based case studies, role plays and other activities; and (3) reflect critically on their own practice of negotiation, and in doing so, understand how to further develop their negotiation skills.
Assessment
Indicative assessments in this unit are as follows: (1) group assignment and (2) individual research assignment. Further information is available in the unit outline.

Supplementary assessment is not available in this unit.
Unit Coordinator(s)
Professor Ray Fells
Unit rules
Prerequisites:
ACCT5602 Accounting or MGMT5501 Organisational Behaviour; and enrolment in one of the following courses: Master of Business Administration (coursework); Master of Business Administration (coursework and dissertation); Graduate Certificate in Leadership; or approval from The Business School only, which will be determined with regard to relevant documented professional work experience.
Co-requisites:
Nil.
Incompatibility:
Nil.
Contact hours
trimester teaching periods—lectures/seminars/workshops: up to 3 hours per week; non-standard teaching period—lectures/seminars/workshops: up to 5 hours per week over 7 weeks (this unit may also be offered in intensive teaching mode)
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  • Unit readings, including any essential textbooks, are listed in the unit outline for each unit, one week prior the commencement of study. The unit outline will be available via the LMS and the UWA Handbook one week prior the commencement of study. Reading lists and essential textbooks are subject to change each semester. Information on essential textbooks will also be made available on the Essential Textbooks. This website is updated regularly in the lead up to semester so content may change. It is recommended that students purchase essential textbooks for convenience due to the frequency with which they will be required during the unit. A limited number of textbooks will be made available from the Library in print and will also be made available online wherever possible. Essential textbooks can be purchased from the commercial vendors to secure the best deal. The Student Guild can provide assistance on where to purchase books if required. Books can be purchased second hand at the Guild Secondhand bookshop (second floor, Guild Village), which is located on campus.