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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.

  • 30 hours seminars
  • 10 hours online activity - Recordings, online activities and self-directed learning
  • assessment and self-directed study

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.

  • 20 hours lectures
  • 10 hours tutorials - Synthesising sessions
  • 10 hours online activity - Recordings, online activities & self-directed learning
  • assessment and self-directed study

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.

  • 20 hours lectures
  • 10 hours tutorials - Synthesising sessions
  • 10 hours online activity - Recordings, online activities & self-directed learning
  • assessment and self-directed study

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.

  • 20 hours lectures
  • 10 hours tutorials - Synthesising sessions
  • 10 hours online activity - Recordings, online activities & self-directed learning
  • assessment and self-directed study

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.

  • 20 hours lectures - may include recorded presentations, online activities & self-learning activities inclusive of lectures, via LearnJCU
  • 20 hours tutorials - may include recorded presentations, online activities & self-learning activities inclusive of synthesising sessions, via LearnJCU
  • assessment and self-directed study

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.

  • 20 hours lectures - may include recorded presentations, online activities & self-learning activities inclusive of lectures, via LearnJCU
  • 20 hours tutorials - may include recorded presentations, online activities & self-learning activities inclusive of synthesising sessions, via LearnJCU
  • assessment and self-directed study

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.

  • 30 hours seminars
  • 10 hours online activity - Recordings, online activities and self-directed learning
  • assessment and self-directed study
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.

  • 30 hours online activity - Recordings, online activities and self-directed learning
  • 10 hours online Tutorials - Online Collaborate sessions
  • assessment and self-directed study
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.