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BX2061 - Business Negotiation

Credit points: 3
Year: 2019
Student Contribution Band: Band 3
Administered by: College of Business, Law & Governance

This subject exposes participants to the art of negotiation in the business environment. It utilises practical exercises, role plays and case studies to illustrate strategies and tactics employed in negotiations. There is a focus on recognising distributive bargaining and integrative negotiation in the corporate world.

Learning Outcomes

  • explain the strategic, interpersonal and psychological aspects of negotiation;
  • apply key concepts and approaches from negotiation practice and research; and;
  • demonstrate effective planning and development strategies for successful negotiation.
Prerequisites: 15 CP OF BU OR BX OR LA SUBJECTS
Inadmissible
Subject
Combinations:
MG2776 BX3261

Availabilities

External, Study Period 2
Census Date 29-Aug-2019
Coord/Lect: Mr Paul McGrath.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 0 hours
  • assessment and self-directed study
Method of Delivery: WWW - LearnJCU
Assessment: end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).

Townsville, Block, Study Period 7
Census Date 11-Jul-2019
Face to face teaching 24-Jun-2019 to 03-Jul-2019 (9-5pm 24-26th (Mon, Tues, Wed) June and 9-5pm 2nd & 3rd (Tues & Wed) July 2019)
Coordinator: Mr Paul McGrath
Lecturer: Dr Putu Mustika.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
  • assessment and self-directed study
Assessment: end of semester exam (35%); negotiation group activity (40%); exercises (25%).
Restrictions: An enrolment quota applies to this offering.

Cairns, Block, Study Period 7
Census Date 11-Jul-2019
Face to face teaching 24-Jun-2019 to 03-Jul-2019 (9-5pm 24-26th (Mon, Tues, Wed) June and 9-5pm 2nd & 3rd (Tues & Wed) July 2019)
Coordinator: Mr Paul McGrath
Lecturer: Mr Peter Boulot.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
  • assessment and self-directed study
Assessment: end of semester exam (35%); negotiation group activity (40%); exercises (25%).

JCU Singapore, Internal, Study Period 52
Census Date 08-Aug-2019
Coordinator: Mr Paul McGrath
Lecturer: Mr Mogan Swamy.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
  • assessment and self-directed study
Assessment: end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).

JCU Brisbane, Internal, Study Period 21
Census Date 11-Apr-2019
Coordinator: Mr Paul McGrath
Lecturer: Mr Max Boudan.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
  • assessment and self-directed study
Assessment: end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).

JCU Brisbane, Internal, Study Period 22
Census Date 08-Aug-2019
Coordinator: Mr Paul McGrath
Lecturer: Mr Max Boudan.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
  • assessment and self-directed study
Assessment: end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).

JCU Brisbane, Internal, Study Period 23
Census Date 05-Dec-2019
Coordinator: Mr Paul McGrath
Lecturers: Mr Gregory Trotman, Mrs Melody Stewart, Mr Max Boudan.
Workload expectations:

The student workload for this 3 credit point subject is approximately 130 hours.

  • 38 hours - Combined Lectures; Tutorials/Workshops; Lecturer directed activities.
  • assessment and self-directed study
Assessment: end of semester exam (35%); negotiation group assignment (40%); experiential exercises (25%).

Note: Minor variations might occur due to the continuous Subject quality improvement process, and in case of minor variation(s) in assessment details, the Subject Outline represents the latest official information.