Negotiation (11319.1)

Please note these are the 2025 details for this unit
Home
/
Find your course
/
Negotiation
Available teaching periods Delivery mode Location
View teaching periods Online real-time
On-campus
 Bruce, Canberra
EFTSL Credit points Faculty
0.125 3 Faculty Of Business, Government & Law
Discipline Study level HECS Bands
Canberra Law School Level 3 - Undergraduate Advanced Unit Band 4 2021 (Commenced After 1 Jan 2021)
Band 4 2021 (Commenced After 1 Jan Social Work_Exclude 0905)
Band 5 2021 (Commenced Before 1 Jan 2021)
This unit draws on ideas developed at the Harvard Negotiation Project and other types of negotiating methods. Students will learn how to put the theory of negotiation into practice, in order to improve their effectiveness as negotiators. Students will be engaged in role-play simulations; exercises and discussions; and the practice of negotiation by using a range of different types of negotiation methods.

Learning outcomes

After successful completion of this unit, students will be able to:
1. Apply and evaluate theories of Negotiation through the processes and the practice of Negotiation;
2. Identify and analyse cultural, ethical and power relations issus as they relate to Negotiation;
3. Apply theories of Negotiation by taking a practice-based approach to develop effective strategies across a range of different environments and disciplines; and
4. Apply professional standards in discussions and exhibit ethical and responsible values as they relate to all disputants/participants, support people, lawyers and the dispute resolution practitioner.


Graduate attributes

1. UC graduates are professional - employ up-to-date and relevant knowledge and skills
1. UC graduates are professional - communicate effectively
1. UC graduates are professional - use creativity, critical thinking, analysis and research skills to solve theoretical and real-world problems
1. UC graduates are professional - work collaboratively as part of a team, negotiate, and resolve conflict
2. UC graduates are global citizens - communicate effectively in diverse cultural and social settings
2. UC graduates are global citizens - think globally about issues in their profession
2. UC graduates are global citizens - understand issues in their profession from the perspective of other cultures
2. UC graduates are global citizens - adopt an informed and balanced approach across professional and international boundaries
3. UC graduates are lifelong learners - be self-aware
3. UC graduates are lifelong learners - adapt to complexity, ambiguity and change by being flexible and keen to engage with new ideas
3. UC graduates are lifelong learners - reflect on their own practice, updating and adapting their knowledge and skills for continual professional and academic development
4. UC graduates are able to demonstrate Aboriginal and Torres Strait Islander ways of knowing, being and doing - communicate and engage with Indigenous Australians in ethical and culturally respectful ways


Prerequisites

None.

Corequisites

None.

Incompatible units

11754 Negotiation PG

Equivalent units

None.

Assumed knowledge

None.
Year Location Teaching period Teaching start date Delivery mode Unit convener
2025 Bruce, Canberra Semester 1 03 February 2025 Online real-time Ms Carli Kulmar
2025 Bruce, Canberra Semester 1 03 February 2025 On-campus Ms Carli Kulmar
The information provided should be used as a guide only. Timetables may not be finalised until week 2 of the teaching period and are subject to change. Search for the unit timetable.

Required texts

Required:  Alexander, Nadja, Jill Howieson, and Kenneth Fox, Negotiation: Strategy Style Skills  (Lexis Nexis, 3rd ed, 2015)

Recommended:  Fisher, Roger, William Ury, and Bruce Patton, Getting to Yes - negotiating an agreement without giving in (Random House, 3rd ed, 2012)

Submission of assessment items

Extensions & Late submissions

Artificial intelligence

Students are not permitted to use generative artificial intelligence (GenAI) in assessments for this unit.

GenAI may only be used in authorised ways when completing assessments at UC. This means that GenAI can only be used for an assessment when:

  1. the Unit Convener has authorised GenAI use for that assessment
  2. the student uses GenAI in the way that the assessment instructions allow
  3. the student fully acknowledges their use of GenAI, with proper citations, references and a GenAI Acknowledgement Statement in line with the assessment instructions.

Where the assessment instructions do not specifically state that GenAI may be used and how, then its use is not permitted for that assessment. Students must still provide the required GenAI Acknowledgement Statement to indicate whether GenAI has or has not been used in the preparation of the assessment. If unsure, students should seek advice from the Unit Convener.

The GenAI for Students Links to an external site. Library Guide provides further information, including how to reference GenAI.

Students must apply academic integrity in their learning and research activities at UC. This includes submitting authentic and original work for assessments and properly acknowledging any sources used.

Academic integrity involves the ethical, honest and responsible use, creation and sharing of information. It is critical to the quality of higher education. Our academic integrity values are honesty, trust, fairness, respect, responsibility and courage.

UC students have to complete the Academic Integrity Module annually to learn about academic integrity and to understand the consequences of academic integrity breaches (or academic misconduct).

UC uses various strategies and systems, including detection software, to identify potential breaches of academic integrity. Suspected breaches may be investigated, and action can be taken when misconduct is found to have occurred.

Information is provided in the Academic Integrity Policy, Academic Integrity Procedure, and University of Canberra (Student Conduct) Rules 2023. For further advice, visit Study Skills.

Participation requirements

Students are encouraged to attend workshops in order to work with the theory and consolidate their learning through practical application and indepth discussion. 

Please note your grade for workshop participation will take into account attendance, contribution to workshop discussions, and participation in workshop activities.
 

Required IT skills

This unit involves online meetings in real time using the Blackboard Collaborate (Virtual Room) tool. Blackboard Collaborate provides a virtual classroom or meeting room where you can communicate in real time with your lecturer and other students. To participate verbally, rather than just typing, you will need a microphone. For best audio quality we recommend a microphone and speaker headset. For more information and to test your computer, please visit the LearnOnline Student Help and click on the link to Blackboard Collaborate.

Work placement, internships or practicums

This Unit contains multiple negotiation simulations (experiential learning), within the workshop environment, as components of assessment.

Next step

Apply now Enquire