JCU Australia logo

Subject Search

LB5522 - Negotiation Theory and Practice

[Not offered in 2014]

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

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 subject 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.

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.