Faculty of Business and Economics

Postgraduate - Unit

This unit entry is for students who completed this unit in 2014 only. For students planning to study the unit, please refer to the unit indexes in the the current edition of the Handbook. If you have any queries contact the managing faculty for your course or area of study.

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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, or view unit timetables.

FacultyFaculty of Business and Economics
Organisational UnitDepartment of Management
OfferedCaulfield First semester 2014 (On-campus block of classes)
Coordinator(s)Dr Sandra Cockfield


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 relationships
  2. evaluate theoretical foundations for effective negotiation
  3. develop practical skills through application of concepts in negotiation exercises.


Within semester assessment: 50%
Examination: 50%

Chief examiner(s)

Workload requirements

3 hours per week