• Offered by ANU Legal Workshop
  • ANU College ANU College of Law
  • Classification Advanced
  • Course subject Laws
  • Areas of interest Law, Legal Practice
  • Academic career PGRD
  • Course convener
    • Scott Chamberlain
  • Mode of delivery Online
  • Offered in Second Semester 2015
    See Future Offerings
This course explores advanced, strategic negotiation concepts and skills beyond the simple "principled negotiation" techniques taught in most standard negotiation skills courses.
It uses a unique negotiation methodology that synthesises existing theories into a single, comprehensive approach to negotiating. The basis of the approach is to classify the negotiation as either a game, decision, joint-problem or war, and then to apply strategies and skills relevant to the chosen negotiation style. 
Topics covered include:
What is really means to be a good negotiator;
The different types of negotiations: games, decisions, joint-problems and wars;
Advanced techniques for shaping the underlying structure of a negotiation;
Identifying and nullifying common influencing tactics;
Ethics in negotiation and the importance of the concept of True Character as revealed by choices under pressure.

Learning Outcomes

Upon successful completion, students will have the knowledge and skills to:

Students who have successfully completed all the course requirements should be able to do all of the following at a standard appropriate to a Masters graduate:

  1. Explain, distinguish and apply the concepts and terminology underlying different theoretical approaches to complex, strategic negotiations;
  2. Demonstrate mastery of the course concepts and the cognitive, technical and creative skills to analyse complex, strategic negotiation situations using various theoretical tools;
  3. Demonstrate the cognitive, technical and creative skills to synthesise and apply concepts of strategic negotiation to develop appropriate strategies for superior performance in a wide range of complex negotiation situations;
  4. Demonstrate the communication skills and theoretical knowledge to evaluate the applicability of the course concepts to their professional work and to reflect critically their ability to apply the course concepts and theories to real life negotiation situations;Demonstrate the ability to autonomously plan and execute a substantial capstone project researching, analysing and critiquing a complex, strategic negotiation based upon real-life experience or publicly available information.

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.

Indicative Assessment

The indicative assessment is likely to consist of

    1. Case Study Analysis 10%
    2. Complex Negotiation Role Play 20%
    3. Capstone Role Play 20%
    4. Capstone Research Project 50%

    Over the first half of the course, students will progressively work through a complex negotiation case study, with debriefs and feedback at each stage of the process. This is the student’s opportunity to become familiar with the course concepts and negotiation methodology.

    In the second half of the course, students will undertake two multi-party online negotiation role plays. Students will receive a debrief and feedback at the end of each role play. These role plays give students the opportunity to apply the course concepts and methodology to actual negotiation situations.

    The final assessment is a research project where students are asked to research a real life negotiation and use the course concepts to analyse the negotiation and make specific recommendations about how it should be approached or how a party could have achieved a better outcome.

    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.


    The workload is constant, but not taxing. Students should allow an average of five hours each week to read course materials and participate in case study discussions and 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

    To enrol in this course you must be enrolled in the Graduate Certificate of Law (CLAW) and have completed or be completing LAWS8586 Law and Legal Institutions. OR Be in enrolled in: Master of International Law (7310XMINTL), Master of Environmental Law (7309XMENVL), Master of Law, Governance & Development (7317XMLGD), Master of International Security Law (7318XMISL), Master of Government and Commercial Law (7313XMGCL), Master of Legal Studies (7305XMLEGS).

    Prescribed Texts

    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.

    Course materials and relevant links will be available on the Wattle site.


    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. Tuition fees are indexed annually. 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.

    Units EFTSL
    6.00 0.12500
    Domestic fee paying students
    Year Fee
    2015 $2958
    International fee paying students
    Year Fee
    2015 $4146
    Note: Please note that fee information is for current year only.

    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.

    The list of offerings for future years is indicative only.
    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

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