- Code BUSI7152
- Unit Value 6 units
- Offered by Research School of Management
- ANU College ANU College of Business and Economics
- Course subject Business
- Areas of interest Commerce, International Business, Management
- Academic career PGRD
- Dr Chirag Kasbekar
- Mode of delivery In Person
Second Semester 2019
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.
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.
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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Students taking this course are expected to commit at least 10 hours per week to completing the work. This will include 3 hours per week in class and at least 7 hours a week on average (including non-teaching weeks) on course reading, research, writing and assignment work.
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.
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.
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