MGMT5647 Negotiation Behaviour

6 points
(see Timetable)
Non-standard teaching periodUWA (Perth)Face to face
Non-standard teaching periodUWA (Perth)Face to face
Trimester 3UWA (Perth)Face to face
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.
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.
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
ACCT5602 Accounting
MGMT5501 Organisational Behaviour;
enrolment in one of the following courses: Master of Business Administration (coursework); Master of Business Administration (coursework and dissertation); Graduate Certificate in Leadership;
approval from The Business School only, which will be determined with regard to relevant documented professional work experience.
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)
Unit Outline
Trimester 1-2020 [TRI-1-2020]
Non-standard teaching period [TS-G-1B-2020]
Non-standard teaching period [TS-G-1F-2020]
  • The availability of units in Semester 1, 2, etc. was correct at the time of publication but may be subject to change.
  • All students are responsible for identifying when they need assistance to improve their academic learning, research, English language and numeracy skills; seeking out the services and resources available to help them; and applying what they learn. Students are encouraged to register for free online support through GETSmart; to help themselves to the extensive range of resources on UWA's STUDYSmarter website; and to participate in WRITESmart and (ma+hs)Smart drop-ins and workshops.
  • Books and other material wherever listed may be subject to change. Book lists relating to 'Preliminary reading', 'Recommended reading' and 'Textbooks' are, in most cases, available via the Booktopia Textbook Finder, which has the functionality to search by course code, course, ISBN and title, and may also be posted or available at the appropriate school's administrative offices. Where texts are listed in the unit description above, an asterisk (*) indicates that the book is available in paperback.