• Offered by Research School of Management
  • ANU College ANU College of Business and Economics
  • Classification Transitional
  • Course subject Business
  • Areas of interest Commerce, International Business, Management
  • Academic career PGRD
  • Mode of delivery In Person
  • Offered in Winter Session 2016
    See Future Offerings

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.

Learning Outcomes

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:

1.      Understand the difference between creating and claiming value;

2.      Properly prepare for complex negotiations by classifying them as a game, a decision, a joint-problem, or a war;

3.      Identify and nullify common negotiation tactics;

4.      Understand the strategies and skills required to consistently obtain superior negotiation outcomes for their clients or themselves; and

5.      Be able to benchmark their skills and identify key areas for future development.

Other Information

See the course outline on the College courses page. Outlines are uploaded as they become available.

Please be advised that BUSI7152 is scheduled between 18th July and 30th September 2016. International students are not allowed to enrol more than 3 courses in S2, 2016 if you have enrolled BUSI7152 at Winter Session 2016.

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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
Domestic fee paying students
Year Fee
2016 $3660
International fee paying students
Year Fee
2016 $4878
Note: Please note that fee information is for current year only.

Offerings, Dates and Class Summary Links

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.

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

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