This elective course is designed to provide students with the skills needed to negotiate effectively in the international business environment. It introduces general negotiation theory and specific strategic methodologies useful in the rapidly shifting environment of international business. It develops these strategic themes and aims to help students identify and respond to unprincipled tactics, while gaining confidence in employing principled tactics when negotiating with particularly uncooperative or hostile parties in difficult environments. Particular emphasis is given to the range of diverse communication and negotiation techniques required to meet the cross-cultural challenges of contemporary regional and global markets.
Upon successful completion, students will have the knowledge and skills to:
Upon successful completion of the requirements for this course, students will be able to:
- articulate the core ideas of principled negotiation and illustrate their application in negotiation for mutual benefit;
- explain and illustrate different negotiation and decision-making strategies;
- explain and illustrate hostile and difficult negotiation tactics and strategies for dealing with them;
- explain how bargaining can include joint problem solving, and collaborative exploration of options and facts material to a negotiation;
- make considered judgments about a best alternative to a negotiated agreement (BATNA), and a zone of possible agreement (ZoPA);
- identify personal strengths and weaknesses in a negotiation setting; and,
- comment on cultural differences in negotiation styles.
Other InformationSee the course outline on the College courses page. Outlines are uploaded as they become available.
Assessment for this course will be confirmed after consultation with students at the first lecture of the semester. If there are any changes to the assessment, those changes will be publicised on Wattle.
Observation and analysis papers (20 points x 2) 40%
Mid-term exam (1-hour; 40 multiple choice questions) 20%
Final exam (3-hours) 40%
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.
Students taking this course are expected to commit at least 10 hours a week to completing the work. This will include 3 hours per week in class and at least 7 hours a week on average (including non-teaching weeks) on course reading, research, writing and assignment work.
Prescribed TextsLewicki, R., Barry, B. & Saunders, D. (2010). Essentials of Negotiation, McGraw Hill, (5th Ed.). ISBN: 9780073530369
Selected readings will be provided in tutorials and on Wattle.
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:
- 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.
- Domestic fee paying students
- International fee paying students
Offerings, Dates and Class Summary Links
Class summaries, if available, can be accessed by clicking on the View link for the relevant class number.
|Class number||Class start date||Last day to enrol||Census date||Class end date||Mode Of Delivery||Class Summary|
|4816||17 Feb 2014||07 Mar 2014||31 Mar 2014||30 May 2014||In Person||N/A|