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BX3261 - Business Negotiation

Credit points: 3
Year: 2012
Student Contribution Band: Band 3
Administered by: School of Business

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. Furthermore the subject leads students into the field of cross cultural negotiations and ethical considerations.

Learning Outcomes

  • demonstrate a comprehensive knowledge of business negotiation necessary for successful negotiations in a business environment;
  • display skills and abilities necessary for engaging successfully in negotiations in a variety of business settings;
  • demonstrate the ability to select appropriate strategies and tactics for a particular negotiation, planning for a negotiation, and implementing strategies and tactics;
  • develop an understanding of the ethical and cross-cultural issues in negotiations;
  • present an understanding of the importance to think innovatively and creatively in business negotiations so as to reach mutually satisfactory outcomes.

Graduate Qualities

  • The ability to adapt knowledge to new situations;
  • The ability to think critically, to analyse and evaluate claims, evidence and arguments, and to reason and deploy evidence clearly and logically;
  • The ability to evaluate that information;
  • An understanding of the economic, legal, ethical, social and cultural issues involved in the use of information;
  • The ability to select and organise information and to communicate it accurately, cogently, coherently, creatively and ethically;
  • The acquisition of coherent and disciplined sets of skills, knowledge, values and professional ethics from at least one discipline area;
  • The ability to reflect on and evaluate learning, and to learn independently in a self directed manner;
  • The ability to speak and write clearly, coherently and creatively;
  • The ability to communicate effectively with a range of audiences;
  • The ability to lead, manage and contribute effectively to teams;
  • The ability to work with people of different gender, age, ethnicity, culture, religion and political persuasion;
  • The ability to use online technologies effectively and ethically.
Inadmissible
Subject
Combinations:
MG2776 BX2061

Availabilities

Cairns, Study Period 7, Block
Census Date 05-Jul-2012
Face to face teaching 02-Jul-2012 to 11-Jul-2012 (Briefing will be held from 6-8pm on 2 July; Face to face dates are from 9-5 on 4, 5, 6, 10 & 11 July. Final exam will be held on 15 July from 2-5pm. Compulsory attendance requirements at pre-course briefing, first day of subject 4/7, and the negotiation assessment on the 5th day of classes.)
Coord/Lect: Mr Dwight Lemke.
Workload expectations:
  • 39 hours workshops/Seminars
Assessment: end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotation reflection (10% - 20%).

JCU Brisbane, Study Period 22, Internal
Census Date 09-Aug-2012
Coordinator: Mr Dwight Lemke
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotation reflection (10% - 20%).

JCU Brisbane, Study Period 23, Internal
Census Date 06-Dec-2012
Coordinator: Mr Dwight Lemke
Workload expectations:
  • 26 hours lectures
  • 12 hours tutorials
Assessment: end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotation reflection (10% - 20%).

Townsville, Study Period 6, Block
Census Date 21-Jun-2012
Face to face teaching 16-Jun-2012 to 24-Jun-2012 (Face to face dates are - (9-5pm) on 16, 17, 18, 23 & 24 June. Final exam will be held on 29 June, 2-4pm. Compulsory attendance requirements at first day 16/6 and the negotiation assessment on the 5th day of classes.)
Coordinator: Mr Dwight Lemke
Lecturer: Dr Tracey Mahony.
Workload expectations:
  • 39 hours workshops/Seminars
Assessment: end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%).
Restrictions: An enrolment quota applies to this offering.

Townsville, Study Period 10, Block
Census Date 13-Dec-2012
Non-standard start/end 17-Nov-2012 to 04-Jan-2013
Face to face teaching 17-Nov-2012 to 25-Nov-2012 (Face to face dates are - (9-5pm) on 17, 18, 19, 24 & 25 Nov. Final exam will be held on 30 Nov from 2-4pm. Compulsory attendance requirements at first lecture 17/11 and the negotiation assessment on the 5th day of classes.)
Coordinator: Mr Dwight Lemke
Lecturer: Dr Tracey Mahony.
Workload expectations:
  • 39 hours workshops/Seminars
Assessment: end of semester exam (40% - 60%); quizzes or tests (10% - 20%); negotiation group activity (20% - 40%); negotiation reflection (10% - 20%).
Restrictions: An enrolment quota applies to this offering.

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.