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Negotiations and Conflict Management (9535.1)

Level: Level 3 - Undergraduate Advanced Unit
Credit Points: 3
HECS Bands: 2, 3
Faculty: Faculty of Business, Government & Law
Discipline: School of Management

Availability

    Unit Outlines

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

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    Syllabus

    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.

    Prerequisites

    24cp

    Corequisites

    None.

    Assumed Knowledge

    None

    Incompatible Units

    NONE.

    Equivalent Units

    NO.


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