Subject BUSA90274 (2016)

Note: This is an archived Handbook entry from 2016.

Credit Points: 12.5
Level: 9 (Graduate/Postgraduate)
Dates & Locations:

This subject has the following teaching availabilities in 2016:

February, Parkville - Taught on campus.
Pre-teaching Period Start 18-Jan-2016
Teaching Period 18-Feb-2016 to 20-Mar-2016
Assessment Period End 20-Mar-2016
Last date to Self-Enrol 25-Jan-2016
Census Date 19-Feb-2016
Last date to Withdraw without fail 26-Feb-2016

This subject is only available to students admitted to MC-BAPTME, or students with permission of the MBA course coordinator

Timetable can be viewed here. For information about these dates, click here.
Time Commitment: Contact Hours: 30 hours
Total Time Commitment: Not available
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:


Melbourne Business School

Degree Program Services


Subject Overview:

Negotiation is the art and science of securing agreements between two or more interdependent parties. The purpose of this course is to understand the theory and processes of negotiation as it is practiced in a variety of settings. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by the manager and professional, often in a global context.

A basic premise of the course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented. The course will give you the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks.

Learning Outcomes:

At the completion of the subject, students should be able to:

  • analyse the negotiation context
  • develop an effective plan based on this analysis
  • select appropriate negotiation strategies for a specific context
  • effectively implement these strategies
  • effectively manage the negotiation process
  • Syndicate project (30%)
    • Report (1,000 words, start of 2nd weekend)
    • Presentation (15 minutes, end of 2nd weekend)
  • Final Examination (70%)
    • Hurdle requirement
    • End of subject
Prescribed Texts: None
Breadth Options:

This subject is not available as a breadth subject.

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

This subject is only available to students admitted to MC-BAPTME, or students with permission of the MBA course coordinator

Related Course(s): Master of Business Administration

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