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BX2061 - Business Negotiation
| Credit points: | 3 |
| Year: | 2023 |
| Student Contribution Band: | Band 4 |
| Administered by: | College of Business, Law & Governance |
This subject provides a comprehensive introduction to the major concepts and theories of the psychology and economics of bargaining and negotiation and to the broader foundations of conflict and conflict resolution. 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. It includes the latest research and trends on negotiation strategy, tactics and effectiveness.
Learning Outcomes
- explain the strategic, interpersonal and psychological aspects of negotiation;
- demonstrate effective planning and development strategies for successful negotiation;
- synthesise and reflect on key concepts and approaches from negotiation practice and research.
Subject Assessment
- Written > Test/Quiz 1 - (25%) - Individual
- Written > Reflection/reflective task 1 - (35%) - Individual
- 20% Report; 20% Oral Negotiation - (40%) - Group.
| Prerequisites: | 15 CP OF BU OR BX OR LA SUBJECTS |
| Inadmissible Subject Combinations: |
MG2776 BX3261 |
Availabilities |
|
| Cairns, Trimester 1, Internal | |
| Census Date 09-Mar-2023 | |
| Coord/Lect: | Dr Leonie Cassidy. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| JCU Brisbane, Trimester 1, Internal | |
| Census Date 09-Mar-2023 | |
| Coordinator: | Dr Leonie Cassidy |
| Lecturer: | Mr Geoff Wessling. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| JCU Brisbane, Trimester 2, Internal | |
| Census Date 22-Jun-2023 | |
| Coordinator: | Dr Leonie Cassidy |
| Lecturer: | Mr Robert Godby. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| JCU Brisbane, Trimester 3, Internal | |
| Census Date 05-Oct-2023 | |
| Coordinator: | Dr Leonie Cassidy |
| Lecturer: | Mr Robert Godby. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| JCU Singapore, Study Period 51, Internal | |
| Census Date 06-Apr-2023 | |
| Coordinator: | Dr Adrian Bradshaw |
| Lecturer: | Mr Lance Dubos. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| JCU Singapore, Study Period 53, Internal | |
| Census Date 30-Nov-2023 | |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| Townsville, Trimester 1, Internal | |
| Census Date 09-Mar-2023 | |
| Coordinator: | Dr Leonie Cassidy, Dr Leigh-Ann Onnis |
| Lecturers: | Mr Greg Walsh, Mr Mike Stipis. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| Restrictions: |
An enrolment quota applies to this offering.
|
| Trimester 1, External | |
| Census Date 09-Mar-2023 | |
| Coord/Lect: | Dr Leonie Cassidy. |
| Workload expectations: |
The student workload for this 3 credit point subject is approximately 130 hours.
|
| Method of Delivery: | WWW - LearnJCU |
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.