• Offered by ANU Legal Workshop
  • ANU College ANU College of Law
  • Course subject Laws
  • Areas of interest Law, Legal Practice
  • Academic career PGRD
  • Course convener
    • Scott Chamberlain
  • Mode of delivery Online
  • Offered in Second Semester 2016
    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 has two unique characteristics.

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:

By the conclusion of this course, it is intended students who have successfully completed all the course requirements should be able to:

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;

5. 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.

Indicative Assessment

A. Case Study (10%)
Students will be given a complex negotiation scenario and asked to analyse it and recommend the most appropriate strategy, applying course materials and concepts.

B. Complex Role Play (20%)
Students will undertake a complex negotiation role play, online. Having undertaken the role play, students must submit their Preparation Sheet, Score, and Self-Reflective Essay.

 C. Capstone Role Play (20%)
Students will undertake a very complex negotiation role play, online. Having undertaken the role play, students must submit their Preparation Sheet, Score, and Self-Reflective Essay.

D. Capstone Project (50%)
Students must select a complex, strategic negotiation from publicly available sources or personal experience and prepare a research paper analysing the negotiation from one party’s point of view and recommend suitable strategies for achieving superior outcomes.

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

This is a 6-unit course, which is considered to have the equivalent full time student load (EFTSL) of 6/48 = 0.125.  The number of hours allocated to an EFTSL of 0.125 is 10 – 12 hours per week.

This is a wholly online course. It will require continuous online participation throughout the course, as students will be required to participate in discussion forums and other activities in order to satisfy course completion requirements.

Students will study online and, where provided, will be expected to participate online in Live Classrooms on Adobe Connect, participate in any group activities and in individual research and studying.

Requisite and Incompatibility

To enrol in this course you must be studying a: Master of Laws (7300XLLM, MLLM), Master of Laws specialising in International Law (7300XSINTL), Master of Laws specialising in Law, Governance and Development (7300SLGD), Master of Laws specialising in Environmental Law (7300SENVL), Master of Laws specialising in Government and Commercial Law (7300SGCL), Master of Laws specialising in International Security Law (7300SISL), Master of Laws in Migration (NLLML), Master of Laws in International Law (NLLIL), Master of Laws in Environmental Law (NLLEN), Master of Laws in Law, Governance & Development (NLLGD), Master of Laws in International Security Law (NLLSL), Master of Laws in Government and Regulation (NLLGR), Master of Laws (Legal Practice) (7312XLLMLP), Master of Diplomacy/Master of Laws (7883SINTL, 7883XLLM), Master of Legal Practice (MLEGP). OR Must be studying a: Master of Diplomacy/Master of International Law (7893MDIPL, 7893XMINTL), 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), and completed LAWS8015 Fundamentals of Government and Commercial Law or LAWS8587 Legal Framework of Regulation. OR Must be studying a Juris Doctor (7330XJD, 7330HJD or MJD) and have completed or be completing five LAWS1000 level courses or five LAWS6100 level courses. OR Must be studying a Graduate Certificate of Law (CLAW) and have completed or are completing LAWS8586 Law and Legal Institutions and LAWS8587 Legal Framework of Regulation. OR Must be studying a Master of Military Law (MMILL) OR Must be studying a Juris Doctor (MJDOL) and have completed the course LAWS8712 Australian Public Law & International Law B

Prescribed Texts


There are no prescribed texts for this course.

The Wattle course site contains a number of extracts of relevant materials and links to other resources.

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

Preliminary Reading

There is no prescribed preliminary reading.

Students interested in broadening their knowledge should read:

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. 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 $3252
International fee paying students
Year Fee
2016 $4638
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.

Second Semester

Class number Class start date Last day to enrol Census date Class end date Mode Of Delivery Class Summary
9776 18 Jul 2016 29 Jul 2016 31 Aug 2016 28 Oct 2016 In Person N/A

Responsible Officer: Registrar, Student Administration / Page Contact: Website Administrator / Frequently Asked Questions