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BX2061 - Business Negotiation

Credit points: 3
Year: 2014
Student Contribution Band: Band 3
Administered by: School of Business (pre 2015)

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 negotiation and integrative bargaining both in the students' personal lives and within the business workplace.

Learning Outcomes

  • explain the components of best practice negotiation skills;
  • develop strategies for negotiation based on analysis of the situation;
  • synthesise the components of cognition, human behaviour and principles of win/win outcomes into negotation strategies.
Prerequisites: 15 CP OF BU OR BX OR LA SUBJECTS
Inadmissible
Subject
Combinations:
MG2776 BX3261

Availabilities

Townsville, Block, Study Period 10
Census Date 11-Dec-2014
Non-standard start/end 22-Nov-2014 to 09-Jan-2015
Face to face teaching 22-Nov-2014 to 30-Nov-2014 (Face to face dates are 9am-5pm on 22, 23, 24, 29 & 30 Nov. Final Exam will be held on 5 Dec, 2-4pm. Compulsory attendance requirements on first day 22/11 and the negotiation assessment on the 5th day of classes.)
Coord/Lect: Dr Michael Underdown.
Workload expectations:
  • 39 hours workshops/Seminars
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).
Restrictions: An enrolment quota applies to this offering.

External, Study Period 2
Census Date 28-Aug-2014
Coord/Lect: Dr Michael Underdown.
Workload expectations:
  • 0 hours
Method of Delivery: WWW - LearnJCU
Assessment: end of semester exam (35%); negotiation group assignment (50%); experiential exercises (15%).

Townsville, Block, Study Period 6
Census Date 26-Jun-2014
Face to face teaching 21-Jun-2014 to 29-Jun-2014 (Face to face dates are 9am-5pm on 21, 22, 23, 28 & 29 June. Final Exam will be held on 3 July from 3-5pm. Compulsory attendance requirements on first day 21/6 and the negotiation assessment on the 5th day of classes.)
Coordinator: Dr Michael Underdown
Lecturers: Mr Dwight Lemke, Dr Michael Underdown.
Workload expectations:
  • 39 hours workshops/Seminars
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).
Restrictions: An enrolment quota applies to this offering.

Cairns, Block, Study Period 6
Census Date 26-Jun-2014
Face to face teaching 21-Jun-2014 to 29-Jun-2014 (Face-to-face teaching dates are 9am-5pm on 21, 22, 23, 28, 29 June; Final Exam on 3 July 3-5pm. Compulsory attendance required on first day of subject 21/6 & negotiation assessment on the 5th day of classes.)
Coordinator: Dr Michael Underdown
Lecturer: Mr Dwight Lemke.
Workload expectations:
  • 39 hours workshops/Seminars
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).

JCU Singapore, Internal, Study Period 51
Census Date 20-Mar-2014
Lecturer: Mr Mogan Swamy.
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).

JCU Singapore, Internal, Study Period 52
Census Date 17-Jul-2014
Coordinator: Dr Michael Underdown
Lecturer: Mr Mogan Swamy.
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).

JCU Singapore, Internal, Study Period 53
Census Date 13-Nov-2014
Coordinator: Dr Michael Underdown
Lecturer: Mr Mogan Swamy.
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).
Restrictions: An enrolment quota applies to this offering.

JCU Brisbane, Internal, Study Period 22
Census Date 14-Aug-2014
Coordinator: Dr Michael Underdown
Lecturer: Mr Gregory Trotman.
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).

JCU Brisbane, Internal, Study Period 23
Census Date 11-Dec-2014
Coordinator: Dr Michael Underdown
Lecturer: Mr Ian Kirkwood.
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (35%); negotiation group activity (50%); experiential exercises (15%).

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.