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.
The course is structured to mix discursive survey of theory with highly interactive role-play and group workshops for action learning through negotiation case studies and simulations. Selected negotiation sessions will be videotaped and time will be spent with each student group evaluating and critiquing negotiation performances.
Other Information
See the course outline on the College courses page. Outlines are uploaded as they become available.
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Workload
5 x 4 hours; 2 x 8 hours for whole course plus private study time.
Assumed Knowledge
Students are expected to have the attributes required for admission to the Master of Management or MBA program, and are expected to understand some basic statistical concepts: mean, normal curve, standard deviation, z-score.
Specialisations
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. 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:
- 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 |
|---|---|
| 2015 | $3414 |
- International fee paying students
| Year | Fee |
|---|---|
| 2015 | $4350 |
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.
Winter Session
| Class number | Class start date | Last day to enrol | Census date | Class end date | Mode Of Delivery | Class Summary |
|---|---|---|---|---|---|---|
| Taught in China in the Chinese Language | ||||||
| 6860 | 04 Aug 2016 | 19 Aug 2016 | 19 Aug 2016 | 25 Aug 2016 | In Person | N/A |
| 6863 | 18 Jul 2016 | 05 Aug 2016 | 05 Aug 2016 | 30 Sep 2016 | In Person | N/A |