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
OfferedCaulfield First semester 2011 (On-campus block of classes)
Caulfield Second semester 2011 (Evening)
Coordinator(s)Associate Professor Peter Gahan


This unit provides an introduction to the principles of negotiation applied to various spheres of conflict and exchange, including work and employment relations, business and commercial conflicts, international trade and diplomacy. As well as providing an overview of key theoretical ideas, the unit draws on a wide range of bargaining exercises and simulations which allow students to place these concepts in practical negotiation situations. Topics include styles of conflict management and negotiation, negotiation strategies and situations, effective and ineffective negotiation tactics, understanding key processes and dynamics in negotiation, judgement and cognitive error in negotiations, multi-party negotiations, and the social context of negotiations.


The learning goals associated with this unit are to:

  1. critically evaluate the common characteristics of conflict in a wide range of exchange
  1. evaluate theoretical foundations for effective negotiation
  2. develop practical skills through application of concepts in negotiation exercises.


Within semester assessment: 50%
Examination (3 hours): 50%

Chief examiner(s)

Associate Professor Peter Gahan

Contact hours

3 hours per week