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LB5522 - Negotiation Theory and Practice

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

This subject considers contemporary theories of negotiation both in Australia and overseas. The subject builds a sound understanding of the various negotiation models available with a particular focus on interest based negotiation. This subject goes significantly further than LB5500 Negotiation in that it considers complex negotiation scenarios including online and non-face-to-face negotiation, international negotiation contexts, multi-party negotiation, negotiation planning, strategy and tactic development and other complexities which arise in negotiation. This course is taught in external mode however students are required to engage in online discussions, activities and role-plays.

Learning Outcomes

  • understand the structure, nature and format that inevitably occurs in the negotiation process;
  • understand the field of negotiation generally and specifically to the recent phenomena of the growth of negotiation as a problem solving method, both in Western cultures and in other cultures;
  • to demonstrate a practical understand of the factors that influence a negotiation and how to manage them;
  • to implement an effective planning process in preparation for negotiations;
  • develop practical skills in negotiation.

Graduate Qualities

  • The ability to adapt knowledge to new situations;
  • The ability to define and to solve problems in at least one discipline area;
  • 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 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 lead, manage and contribute effectively to teams;
  • The ability to use online technologies effectively and ethically.


Study Period 1, External
Census Date 22-Mar-2012
Coordinator: <Person not found>
Lecturers: Dr Judith Rafferty, Mr Brett Greenland.
Workload expectations:
  • 35 hours workshops/Seminars - Optional workshops: 24 - 25 March and 31 March and 1 April.
Method of Delivery: WWW - LearnJCU
Assessment: essays (50%); discussion paper (30%); online participation (20%).

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.