• Offered by ANU School of Legal Practice
  • 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 or In Person
  • Offered in First Semester 2019
    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:

  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

  1. Reflective Essay 1 (20) [LO 1,2,3,4]
  2. Reflective Essay 2 (20) [LO 1,2,3,4]
  3. Capstone Role Play (20) [LO 1,2,3,4]
  4. Capstone Project (40) [LO 1,2,3,4,5]

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.


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 an 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.

Inherent Requirements

Not applicable

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 (7300SEVNL), 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), Master of Legal Practice (MLEGP), 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); OR Juris Doctor (7330XJD, 7330HJD or MJD) and have completed or be completing five 1000 or 6100 level LAWS courses; OR Graduate Certificate of Law (CLAW) and have completed or be completing LAWS8586 Law and Legal Institutions; OR Juris Doctor - online (MJDOL) and have completed LAWS8712 Australian Public Law & International Law B. Students undertaking any ANU graduate program may apply for this course. Enrolments are accepted on a case-by-case basis. Please contact the ANU College of Law for permission number.

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.


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.

6.00 0.12500
Domestic fee paying students
Year Fee
2019 $3840
International fee paying students
Year Fee
2019 $5460
Note: Please note that fee information is for current year only.

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.

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.

First Semester

Class number Class start date Last day to enrol Census date Class end date Mode Of Delivery Class Summary
4380 25 Feb 2019 04 Mar 2019 31 Mar 2019 31 May 2019 Online View

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