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BX3261 - Business Negotiation

Credit points: 3
Year: 2022
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;
  • synthesise and reflect on key concepts and approaches from negotiation practice and research;
  • demonstrate effective development strategies for successful negotiation.

Subject Assessment

  • Written > Test/Quiz 1 - (25%) - Individual
  • Oral > Presentation 1 - (40%) - Group
  • Written > Reflection/reflective task 1 - (35%) - Individual.
Prerequisites: 15 CP OF BU OR BX OR LA SUBJECTS
Inadmissible
Subject
Combinations:
MG2776 BX2061

Availabilities

Cairns, Trimester 1, Internal
Census Date 10-Mar-2022
Coord/Lect: Dr Leonie Cassidy.
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

Townsville, Trimester 1, Internal
Census Date 10-Mar-2022
Coordinator: Dr Leonie Cassidy
Lecturer: Dr Jane Oorschot.
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

Trimester 1, External
Census Date 10-Mar-2022
Coord/Lect: Dr Leonie Cassidy.
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

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.