Studying online

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)
AvailabilityLocationMode
Non-standard teaching periodUWA (Perth)Face to face
Non-standard teaching periodUWA (Perth)Face to face
Non-standard teaching periodUWA (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 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.
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.