21068 Negotiations: Theory and Practice
Warning: The information on this page is indicative. The subject outline for a
particular session, location and mode of offering is the authoritative source
of all information about the subject for that offering. Required texts, recommended texts and references in particular are likely to change. Students will be provided with a subject outline once they enrol in the subject.
Subject handbook information prior to 2025 is available in the Archives.
Credit points: 6 cp
Subject level: Undergraduate
Result type: Grade and marksThere are course requisites for this subject. See access conditions.
Description
Negotiation is a critical skill needed for effective management. This subject is designed to provide a foundation in negotiation theory and practice. The primary objective of the subject is to develop interpersonal, analytical, and communication skills through negotiation simulations, case studies, lectures and class discussions. A variety of settings, media, and contexts are utilised to explore the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution.
Subject learning objectives (SLOs)
| 1. | Explain from a critical perspective the core concepts in the scholarly literature on negotiation strategies and styles, behaviours, processes, and methods of dispute resolution |
|---|---|
| 2. | Explain the significance of negotiation in the workplace and the changing character of negotiation in Australian industrial relations |
| 3. | Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating |
| 4. | Demonstrate a personal, yet adaptive approach to negotiation preparation, execution, and reflect on this development |
Contribution to the development of graduate attributes
This subject is designed to provide a thorough grounding in negotiation theory and practice. The primary objective of this subject is to develop a student’s interpersonal, analytical, and communication skills through negotiation simulations, case studies, lecture, and class discussions. A variety of settings, media, and contexts will be utilized in this subject, reflecting the various situations in which negotiations take place in personal and professional spheres.
This subject contributes to developing the following graduate attribute(s):
- Professional and technical competence
This subject also contributes specifically to introduce the following Program Learning Objective(s):
- Demonstrate an ability to work independently and collaborate inclusively with a team to achieve business goals (2.2)
Teaching and learning strategies
The subject is presented in seminar format. Essential principles are presented and analysed and students are lead through practical application exercises.
Content (topics)
- Introduction to negotiation
- Goals & BATNA
- Overall negotiation approach & five styles
- Integrative negotiation & getting to yes
- Distributive negotiation & getting past no
- Frames & tactics
- Perception & persuasion
- National culture & global negotiations
- Challenges & ethics in negotiation
Assessment
Assessment task 1: Quizzes (Individual)*
| Objective(s): | This addresses subject learning objective(s): 1 and 2 |
|---|---|
| Weight: | 40% |
| Criteria: | *Note: Late submission of the assessment task will not be marked and awarded a mark of zero. |
Assessment task 2: Planning, Analysis & Reflection (Individual)
| Objective(s): | This addresses subject learning objective(s): 1, 2, 3 and 4 |
|---|---|
| Weight: | 60% |
| Length: | Maximum 1,500 words. Formatting: Single spaced, font size 12, normal margins |
Minimum requirements
Students must achieve at least 50% of the subject’s total marks.
Required texts
A customized eBook has been created out of required readings for this subject and published by McGraw-Hill. This eBook contains readings, exercises, and cases from the following texts:
Lewicki, R. J., Barry, B., & Saunders, D. M. 2019. Negotiation (8th ed). Boston: McGraw-Hill/Irwin.
Lewicki, R. J., Saunders, D. M., & Barry, B. 2014. Negotiation : readings, exercises, and cases (7th ed.). New York: McGraw-Hill Irwin.
Information on purchasing the eBook will be announced on Canvas. The above two textbooks have been placed on reserve at the UTS Library, both in the form of hard copies as well as eBooks accessible online.