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Negotiations and Conflict Management (9535.1)

Level: Level 3 - Undergraduate Advanced Unit
Credit Points: 3
HECS Bands:

Band 3 2013-2020 (Expires 31 Dec 2020) Band 4 2021 (Commenced After 1 Jan 2021) Band 5 2021 (Commenced Before 1 Jan 2021)

Faculty: Faculty of Business, Government & Law
Discipline: School of Management



    Unit Outlines

    To view your Unit Outline, click View to log in to MyUC and access this information, or visit your unit's online teaching site.

    • UC Term 4, 2016, INTENSIVE, LIFE (164612) - View
    • UC Term 1, 2016, ON-CAMPUS, LIFE (155444) - View

    If a link to your Unit Outline is not displayed, please check back later. Unit Outlines are generally published by Week One of the relevant teaching period.


    This unit will start with the conceptual framework of negotiations as it applies to all areas of negotiation in both the public and private sectors. As the unit progresses, students will focus on business negotiation skills and strategies designed to help maintain healthy business relationships.

    Learning Outcomes

    On successful completion of this unit, students will be able to:

    1. Identify and explain the theory, processes, and practices of negotiation, conflict resolution, and relationship management;

    2. Identify and explain the principles, strategies, and tactics of effective negotiation and professional relationship management;

    3. Develop reliable planning techniques;

    4. Identify and describe negotiation theories, concepts and tactics to manage negotiations as well as professional relationships;

    5. Assess the importance of various factors that impact negotiations, including specific issues in question, different stakeholder positions, interests, relationships, and group dynamics;

    6. Develop and execute effective negotiation strategies and tactics for different scenarios;

    7. Diagnose negotiation problems;

    8. Describe new negotiation ideas and practices;

    9. Explain how culture impacts negotiations; and

    10. Identify characteristics of culture or national identity that negotiators should become familiar with prior to engaging in cross-cultural or international negotiations.

    Assessment Items

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    Contact Hours

    150 learning hours in online self-paced mode.





    Assumed Knowledge


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