Executive Decision Making & Negotiation

Subject BUSA90474 (2013)

Note: This is an archived Handbook entry from 2013.

Credit Points: 6.25
Level: 9 (Graduate/Postgraduate)
Dates & Locations:

This subject has the following teaching availabilities in 2013:

March, Parkville - Taught on campus.
Pre-teaching Period Start not applicable
Teaching Period not applicable
Assessment Period End not applicable
Last date to Self-Enrol not applicable
Census Date not applicable
Last date to Withdraw without fail not applicable

Timetable can be viewed here. For information about these dates, click here.
Time Commitment: Contact Hours: 16 hours (intensive)
Total Time Commitment:

60 hours.

Prerequisites: None
Corequisites: None
Recommended Background Knowledge: None
Non Allowed Subjects: None
Core Participation Requirements:

For the purposes of considering request for Reasonable Adjustments under the Disability Standards for Education (Cwth 2005), and Student Support and Engagement Policy, academic requirements for this subject are articulated in the Subject Overview, Learning Outcomes, Assessment and Generic Skills sections of this entry.

It is University policy to take all reasonable steps to minimise the impact of disability upon academic study, and reasonable adjustments will be made to enhance a student's participation in the University's programs. Students who feel their disability may impact on meeting the requirements of this subject are encouraged to discuss this matter with a Faculty Student Adviser and Student Equity and Disability Support: http://services.unimelb.edu.au/disability


School of Melbourne Custom Programs

Level 3, 442 Auburn Road

Hawthorn VIC 3122

Phone: 9810 3245

Email: postgrad@commercial.unimelb.edu.au

Subject Overview:

Negotiation is the art and science of securing agreement between two or more parties who are interdependent and who are seeking to maximize their outcomes. Understanding what factors, emotions and thoughts influence individuals and how people make decisions is a core component of successful negotiations.

The purpose of this subject is to understand the practice, theory and processes of decision making and negotiation so that you can negotiate successfully in a variety of settings. The subject is designed to be relevant to the broad spectrum of negotiation problems faced by senior leaders, managers, consultants, etc. If you take advantage of everything this subject has to offer, you will be comfortable and more adept in future negotiations. This will be a highly practical program, with opportunities for simulated negotiations to reinforce learning and techniques.


At the end of the subject, participants should:

  • Demonstrate improved negotiating ability;
  • Be better able to analyse negotiation situations;
  • Use strategic planning for more effective negotiation;
  • Develop understanding of behavior in negotiations;
  • Demonstrate increased levels of confidence in negotiations;

A 2 hour Open Book Examination (100%) completed 2 weeks after the end of the subject.

Prescribed Texts:


Recommended Texts:


Breadth Options:

This subject is not available as a breadth subject.

Fees Information: Subject EFTSL, Level, Discipline & Census Date
Generic Skills:

The generic skills that will be gained from the subject are:

  • Critical and Strategic Thinking
  • Written and oral communication
  • Interpersonal and team building skills
Links to further information: http://fbe.unimelb.edu.au/execed/open_programs/executive_decision_making_and_negotiation
Related Course(s): Specialist Certificate in Executive Leadership

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