LAW519 Negotiation Skills (8)
Abstract|
This subject examines the main styles of negotiation used in business environments. The subject looks at these various styles, their flaws, benefits, and the most appropriate situation in which to apply each style to enhance effective negotiation. Students will also reflect on critiques of each style and will participate in role plays involving various styles.
These skills will benefit many employment sets, including, but not limited to, lawyers, human resources, sales, and management. |
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+ Subject Availability Modes and Location
| Session 1 | | Distance* | Wagga Wagga Campus |
*This subject offering contains a residential school. Please view following information for further details.
Continuing students should consult the SAL for current offering details: LAW519
Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.
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Subject information| Duration | Grading System | School: |
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| One session | HD/FL | School of Accounting and Finance |
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Learning OutcomesUpon successful completion of this subject, students should:
- be able to explain and critically evaluate the situational appropriateness, effectiveness, and usefulness of various negotiation styles;
- be able to apply different methods of conflict resolution during negotiations;
- be able to reflect critically on theory and professional practice and scholarship of negotiation;
- be able to effectively practice various negotiation skills in specialised settings;
- be able to gather information and write reports relevant to negotiated outcomes.
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SyllabusThe subject will cover the following topics:
- identify parties and stakeholders;
- conflict management;
- power in negotiation;
- adapting your negotiation style for specific negotiation situations;
- common issues/problems encountered when entering negotiations;
- techniques when dealing with tough bargainers;
- how and when to cease negotiation;
- positional bargaining;
- cultural and other negotiation styles;
- Harvard Negotiation style.
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Residential SchoolThis subject contains a compulsory 2 day residential school.
The purpose of the residential school is to allow students the opportunity to workshop the ideas, concepts and
skills discussed in the subject. Students will participate in discussions and role-plays featuring various styles of negotiation. Students will also be faced with common negotiation problems and should put into practice the techniques discussed in the subject to deal with such impediments. The role-play sessions and discussions will include debriefing on negotiations and reflection and theory.
The residential school should also include at least one guest speaker from the community who practices in the area of corporate negotiation, as a corporate focus should be relevant for the majority of participants.
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The information contained in the 2016 CSU Handbook was accurate at the date of publication: 06 September 2016. The University reserves the right to vary the information at any time without notice.
