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.
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 AssessmentA. 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.
WorkloadThis 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 an online course with an intensive component. (Intensive Delivery over 2 days: 17-18 August 2018) . 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
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 ReadingThere is no prescribed preliminary reading.
Students interested in broadening their knowledge should read:
Breakthrough International Negotiations by Michael Watkins & Susan Rosegrant, Jossey-Bass, 2001.
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.
Offerings, Dates and Class Summary Links
Class summaries, if available, can be accessed by clicking on the View link for the relevant class number.