LAW519 Negotiation Skills (8)

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.

Availability

* Offering has a residential school. Please view following information for further details.

Session 1 (30)
Online *
Wagga Wagga Campus

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.

Subject Information

Grading System

HD/FL

Duration

One session

School

School of Accounting and Finance

Learning Outcomes

Upon 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; and
  • be able to gather information and write reports relevant to negotiated outcomes.

Syllabus

This 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.

Residential School

This subject contains a 1 day Compulsory Residential School.

This subject contains a one (1) day compulsory Online Residential School. Students are not required to attend a campus to participate in the Online 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 obstacles 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 information contained in the CSU Handbook was accurate at the date of publication: January 2020. The University reserves the right to vary the information at any time without notice.

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