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BX3261 - Business Negotiation

Credit points: 3
Year: 2019
Student Contribution Band: Band 3
Administered by: College of Business, Law & Governance

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.

Learning Outcomes

  • explain the strategic, interpersonal and psychological aspects of negotiations;
  • apply key concepts and approaches from negotiation practice and research;
  • demonstrate effective planning and develop strategies for successful negotiation.
Prerequisites: 15 CP OF BU OR BX OR LA SUBJECTS
Inadmissible
Subject
Combinations:
MG2776 BX2061

Availabilities

Cairns, Study Period 7, Block
Census Date 11-Jul-2019
Face to face teaching 24-Jun-2019 to 03-Jul-2019 (9-5pm 24-26th (Mon, Tues, Wed) June and 9-5pm 2nd & 3rd (Tues & Wed) July 2019)
Coordinator: Mr Paul McGrath
Lecturer: Mr Peter Boulot.
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
Assessment: end of semester exam (35%); negotiation group activity (40%); exercises (25%).

Townsville, Study Period 7, Block
Census Date 11-Jul-2019
Face to face teaching 24-Jun-2019 to 03-Jul-2019 (9-5pm 24-26th (Mon, Tues, Wed) June and 9-5pm 2nd & 3rd (Tues & Wed) July 2019)
Coordinator: Mr Paul McGrath
Lecturer: Dr Putu Mustika.
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
Assessment: end of semester exam (35%); negotiation group activity (40%); exercises (25%).
Restrictions: An enrolment quota applies to this offering.

Study Period 2, External
Census Date 29-Aug-2019
Coordinator: Mr Paul McGrath
Lecturer: Mr Greg Walsh.
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
Assessment: end of semester exam (35%); negotiation group activity (40%); exercises (25%).
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.