6 points, SCA Band 3, 0.125 EFTSL
Postgraduate - Unit
Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered.
- MBA Teaching Period 2 2018 (On-campus block of classes)
Students must be enrolled in course B6016.
Leaders and professionals in organisations face a broad spectrum of issues and problems that require an integrated analytical framework to negotiate more strategically and achieve more consistent outcomes. Negotiating to create a shared environment, trust and value becomes a critical skill of organisational leaders in complex and dynamic situations. Using interactive simulations, students will learn multiple tactics and gain practical evidence-based recommendations founded on empirical research.
The learning goals associated with this unit are to:
- identify and appraise the theory and practice of preparing and implementing negotiations through value-creating and value-claiming techniques
- critically assess negotiation as an opportunity to create value for you, your organisation and your stakeholders
- develop awareness of the strengths and weaknesses of personal style in negotiations
- develop strategic flexibility in negotiation processes
- develop confidence and skill in successful preparation, implementation and evaluation of negotiation processes and outcomes.
Within semester assessment: 100%
Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. The unit requires on average three/four hours of scheduled activities per week. Scheduled activities may include a combination of teacher directed learning, peer directed learning and online engagement.
See also Unit timetable information