Faculty of Business and Economics

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Monash University Handbook 2011 Postgraduate - Unit

6 points, SCA Band 3, 0.125 EFTSL

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.

FacultyFaculty of Business and Economics
OfferedNot offered in 2011
Coordinator(s)Associate Professor Peter Gahan


The aim of this unit is to equip students with the knowledge and skills to develop and utilise effectively strategies for negotiations and decision making. In an increasingly complex and dynamic business environment, negotiation and decision-making are have become core capabilities associated with effective management and leadership of organisations. Drawing on cross-disciplinary perspectives and recent advances in the field of negotiation, this unit will equip students to recognize and overcome flaws in their negotiation and decision making processes and develop frameworks for analysing situations and making sound decisions; and provide a practical and experiential introduction to principles of effective negotiation in diverse industry and functional contexts faced by contemporary organisations.


The learning goals associated with this unit are to:

  1. develop a systematic framework for improving negotiation and decision-making outcomes
  2. identify common cognitive biases that obstruct optimal decision-making in negotiation and other business contexts
  3. provide a practical introduction to negotiation and decision-making dilemmas through experiential learning
  4. acquire strategies to overcome weaknesses associated with different personal styles in negotiation and conflict management
  5. develop new strategies to improve creativity and flexibility in resolving complex problems and negotiations in diverse industry and business contexts


Within Semester Assessment: 70%
Examination (2 hours): 30%

Chief examiner(s)

Associate Professor Peter Gahan

Contact hours

3 hours per week