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:
- Explain, distinguish and apply the concepts and terminology underlying different theoretical approaches to complex, strategic negotiations;
- Demonstrate mastery of the course concepts and the cognitive, technical and creative skills to analyse complex, strategic negotiation situations using various theoretical tools;
- 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;
- 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;
- 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
- Reflective Essay 1 (20) [LO 1,2,3,4]
- Reflective Essay 2 (20) [LO 1,2,3,4]
- Capstone Role Play (20) [LO 1,2,3,4]
- Capstone Project (40) [LO 1,2,3,4,5]
In response to COVID-19: Please note that Semester 2 Class Summary information (available under the classes tab) is as up to date as possible. Changes to Class Summaries not captured by this publication will be available to enrolled students via Wattle.
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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 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
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.
Assumed Knowledge
To enrol in this course you must be studying a:
Master of Laws (7300XLLM, MLLM),
Master of Legal Practice (MLEGP),
OR
Juris Doctor (7330XJD, 7330HJD or MJD) and have completed or be completing five 1000 or 6100 level LAWS courses;
OR
Master of Military Law (MMILL);
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.
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 |
Course fees
- Domestic fee paying students
| Year | Fee |
|---|---|
| 2020 | $4320 |
- International fee paying students
| Year | Fee |
|---|---|
| 2020 | $5760 |
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.