Negotiations and Conflict Management (9535.1)

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.

Graduate attributes

1. UC graduates are professional - communicate effectively
1. UC graduates are professional - display initiative and drive, and use their organisation skills to plan and manage their workload
1. UC graduates are professional - employ up-to-date and relevant knowledge and skills
1. UC graduates are professional - take pride in their professional and personal integrity
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 - adopt an informed and balanced approach across professional and international boundaries
2. UC graduates are global citizens - behave ethically and sustainably in their professional and personal lives
2. UC graduates are global citizens - communicate effectively in diverse cultural and social settings
2. UC graduates are global citizens - understand issues in their profession from the perspective of other cultures
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 - be self-aware
3. UC graduates are lifelong learners - evaluate and adopt new technology
3. UC graduates are lifelong learners - reflect on their own practice, updating and adapting their knowledge and skills for continual professional and academic development

Prerequisites

24cp

Corequisites

None.

Incompatible units

NONE.

Equivalent units

NO.

Assumed knowledge

None