Studying online (if an online offering is shown below)
There are now 2 possible online modes for units:
Units with modes Online timetabled and Online flexible are available for any student to self-enrol and study online.
Click on an offering mode for more details.
Unit Overview
- Description
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.
- Credit
- 6 points
- Offering
(see Timetable) Availability Location Mode Non-standard teaching period UWA (Perth) Face to face Non-standard teaching period UWA (Perth) Face to face - 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.
Student may be offered supplementary assessment in this unit if they meet the eligibility criteria.
- Unit Coordinator(s)
- Professor Ray Fells
- Unit rules
- Prerequisites
- ACCT5602 Accounting
or MGMT5501 Organisational Behaviour.
and
enrolment inone 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.
- 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)
- 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.
- Visit the Essential Textbooks website to see if any textbooks are required for this Unit. The website is updated regularly so content may change. Students are recommended to purchase Essential Textbooks, but a limited number of copies of all Essential Textbooks are held in the Library in print, and as an ebook where possible. Recommended readings for the unit can be accessed in Unit Readings directly through the Learning Management System (LMS).
- Contact hours provide an indication of the type and extent of in-class activities this unit may contain. The total amount of student work (including contact hours, assessment time, and self-study) will approximate 150 hours per 6 credit points.
Face to face
Predominantly face-to-face. On campus attendance required to complete this unit. May have accompanying resources online.
Online flexible
100% Online Unit. NO campus face-to-face attendance is required to complete this unit. All study requirements are online only. Unit is asynchronous delivery, with NO requirement for students to participate online at specific times.
Online timetabled
100% Online Unit. NO campus face-to-face attendance is required to complete this unit. All study requirements are online only. Unit includes some synchronous components, with a requirement for students to participate online at specific times.
Online Restricted
Not available for self-enrolment. Students access this mode by contacting their student office through AskUWA. 100% Online Unit.
NO campus face-to-face attendance. All study and assessment requirements are online only. Unit includes some timetabled activities, with a requirement for students to participate online at specific times. In exceptional cases (noted in the Handbook) students may be required to participate in face-to-face laboratory classes when a return to UWA’s Crawley campus becomes possible in order to be awarded a final grade.
External
No attendance or regular contact is required, and all study requirements are completed either via correspondence and/or online submission.
Off-campus
Regular attendance is not required, but student attends the institution face to face on an agreed schedule for purposes of supervision and/or instruction.
Multi-mode
Multiple modes of delivery. Unit includes a mix of online and on-campus study requirements. On campus attendance for some activities is required to complete this unit.