University of Technology Sydney

77745 Negotiation

Requisite(s): ((22 credit points of completed study in spk(s): C07122 Graduate Diploma Legal Studies OR 22 credit points of completed study in spk(s): C04264 Master of Legal Studies)) OR 79771c Dispute Resolution OR ((94 credit points of completed study in spk(s): C04236 Juris Doctor OR 142 credit points of completed study in spk(s): C04250 Juris Doctor Master of Business Administration OR 94 credit points of completed study in spk(s): C04363 Juris Doctor Master of Intellectual Property OR 94 credit points of completed study in spk(s): C04364 Juris Doctor Graduate Certificate Trade Mark Law and Practice) AND 70106c Principles of Public International Law AND 70107c Principles of Company Law) OR (94 credit points of completed study in spk(s): C04320 Juris Doctor Graduate Certificate Professional Legal Practice AND 70106 Principles of Public International Law) OR (70108c Public International Law AND 70417c Corporate Law)
The lower case 'c' after the subject code indicates that the subject is a corequisite. See definitions for details.
These requisites may not apply to students in certain courses. See access conditions.
Anti-requisite(s): 78175 Negotiation


Negotiation is an essential subject for law students. It is arguable that lawyers spend more time negotiating than they do anything else. Lawyers negotiate with clients and for clients, with their employers and employees, colleagues, with lawyers for the other side (and their support staff), with the court system, with the judicial officer and with their families. Understanding how to negotiate fairly and effectively is likely to be more important to the future life and career of a legal professional than any other skill.

This subject brings together current theories and practice in negotiation skills and analysis with an emphasis on identifying effective negotiation strategies. It is taught in a three-day intensive block which is designed to provide a participatory and engaging workshop-based approach to learning and applying negotiation theory and skills followed by a single day assessment seminar. Many diverse approaches to negotiation are covered, with a primary focus on 'principled negotiation' as taught by the Harvard Law School's Project on Negotiation.

Students practise and develop their negotiation skills and understanding through simulated role-plays and exercises focused around distributive and integrative bargaining, principled negotiation theory and practice and the challenges of complex multi-party and multi-disciplinary negotiations and e-negotiations. Negotiation practice is further cultivated through a student-developed scenario and evaluation checklist to measure the effectiveness of a simulated negotiation process and its outcomes. Through role-plays and debriefs, students have continuous opportunities to receive feedback from peers and teaching staff. Finally, students demonstrate effective and appropriate written communication and the ability to analyse, research, and persuade in a research essay.

Detailed subject description.

Fee information

Information to assist with determining the applicable fee type can be found at Understanding fees.

Access conditions

Note: The requisite information presented in this subject description covers only academic requisites. Full details of all enforced rules, covering both academic and admission requisites, are available at access conditions and My Student Admin.