In 2014 this special topic will be "Negotiation"
This course explores advanced negotiation concepts and skills beyond the simple principled negotiation techniques taught in most practical legal training. It provides students with a framework for determining which of the many negotiation techniques to apply in any given situation while remaining true to their personal ethics and values.
Learning Outcomes
Upon successful completion, students will have the knowledge and skills to:
At the conclusion of this course students should be able to:
- Explain the difference between creating and claiming value;
- Analyse their needs in a negotiation situation according to their material, emotional, and character needs and frame and communicate these needs in a compelling way;
- Diagnose the structural elements in the negotiation that affect their power as represented by their abilities to agree, walk away, endure, and persuade;
- Properly prepare for complex negotiations by classifying them as a game, a decision, a joint-problem, or a war;
- Identify and nullify common negotiation tactics;
- Understand the strategies and skills required to consistently obtain superior negotiation outcomes for their clients or themselves;
- benchmark their skills and identify key areas for future development
Other Information
This course is run on WATTLE. Once enrolled logon to WATTLE at: http://wattle.anu.edu.au/ using your ISIS username and password. When available students will be able to gain access to the course materials and the first module.
The primary form of communication with you will be by student email. In particular, details of your separate username and password for the role-play software used in this course will be sent to your student email address. Please ensure you know how to use/access your student email account.
Indicative Assessment
Students will have the opportunity to demonstrate their understanding of the course concepts by undertaking online role-plays using Machiavelli's Workshop's online negotiation skills software and submitting reflective essays based on their performance.
The role plays are conducted via email and chat rooms over a period of 2-3 weeks. For each role play, students receive their instructions and prepare for the negotiation, negotiate an outcome, and then review the role play and debrief material. It is anticipated that completion of each role play will be a compulsory course requirement.
Students will be assessed on a mixture of the negotiation preparation, negotiation outcomes and the quality of their self-reflective essay, with marks weighted in favour of the reflective essay.
Students must rely on the Approved Assessment which will be posted to the course homepage on the ANU Law website, prior to the commencement of the course.
The ANU uses Turnitin to enhance student citation and referencing techniques, and to assess assignment submissions as a component of the University's approach to managing Academic Integrity. While the use of Turnitin is not mandatory, the ANU highly recommends Turnitin is used by both teaching staff and students. For additional information regarding Turnitin please visit the ANU Online website.
Workload
The workload is constant, but not taxing. Students should allow an average of five hours each week to read course materials and participate in role plays. Depending on their complexity and level of interaction, each role play involves between half an hour to two hours preparation and 20 minutes participation every two-three days.
Requisite and Incompatibility
Prescribed Texts
There are no prescribed texts. The course materials are comprehensive. Course materials will be available online through the course website in both interactive form and soft-copy (printer friendly) versions that students can print out if they wish.
Preliminary Reading
Students with an interest in the area will find the following text of value:
- Breakthrough International Negotiations by Michael Watkins & Susan Rosegrant, Jossey-Bass, 2001.
Fees
Tuition fees are for the academic year indicated at the top of the page.
If you are a domestic graduate coursework or international student you will be required to pay tuition fees. Students continuing in their current program of study will have their tuition fees indexed annually from the year in which you commenced your program. Further information for domestic and international students about tuition and other fees can be found at Fees.
- Student Contribution Band:
- 3
- Unit value:
- 6 units
If you are an undergraduate student and have been offered a Commonwealth supported place, your fees are set by the Australian Government for each course. At ANU 1 EFTSL is 48 units (normally 8 x 6-unit courses). You can find your student contribution amount for each course at Fees. Where there is a unit range displayed for this course, not all unit options below may be available.
| Units | EFTSL |
|---|---|
| 6.00 | 0.12500 |
Course fees
- Domestic fee paying students
| Year | Fee | Description |
|---|---|---|
| 1994-2003 | $1626 | |
| 2014 | $2808 | |
| 2013 | $2808 | |
| 2012 | $2808 | |
| 2011 | $2778 | |
| 2010 | $2718 | |
| 2009 | $2670 | |
| 2008 | $2670 | |
| 2007 | $2670 | |
| 2006 | $2646 | |
| 2005 | $2298 | |
| 2004 | $1926 |
- International fee paying students
| Year | Fee |
|---|---|
| 1994-2003 | $2916 |
| 2014 | $3762 |
| 2013 | $3756 |
| 2012 | $3756 |
| 2011 | $3756 |
| 2010 | $3750 |
| 2009 | $3426 |
| 2008 | $3426 |
| 2007 | $3426 |
| 2006 | $3426 |
| 2005 | $3234 |
| 2004 | $2916 |
Offerings, Dates and Class Summary Links
ANU utilises MyTimetable to enable students to view the timetable for their enrolled courses, browse, then self-allocate to small teaching activities / tutorials so they can better plan their time. Find out more on the Timetable webpage.
Class summaries, if available, can be accessed by clicking on the View link for the relevant class number.
Second Semester
| Class number | Class start date | Last day to enrol | Census date | Class end date | Mode Of Delivery | Class Summary |
|---|---|---|---|---|---|---|
| 3726 | 20 Jul 2015 | 07 Aug 2015 | 31 Aug 2015 | 30 Oct 2015 | In Person | N/A |
