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.
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:
- articulate the core ideas of principled negotiation and illustrate their application in negotiation for mutual benefit;
- explain and illustrate different negotiation and decision-making strategies;
- explain and illustrate hostile and difficult negotiation tactics and strategies for dealing with them;
- explain how bargaining can include joint problem solving, and collaborative exploration of options and facts material to a negotiation;
- make considered judgments about a best alternative to a negotiated agreement (BATNA), and a zone of possible agreement (ZoPA);
- identify personal strengths and weaknesses in a negotiation setting; and,
- comment on cultural differences in negotiation styles.
Other InformationSee the course outline on the College courses page. Outlines are uploaded as they become available.
Indicative AssessmentSee the course outline on the College courses page for the indicative assessment.
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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.
Prescribed TextsLewicki, R., Barry, B. & Saunders, D. (2010). Essentials of Negotiation, McGraw Hill, (5th Ed.). ISBN: 9780073530369
Selected readings will be provided in tutorials and on Wattle.
Tuition fees are for the academic year indicated at the top of the page.
Commonwealth Support (CSP) Students
If you 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). More information about your student contribution amount for each course at Fees.
- Student Contribution Band:
- Unit value:
- 6 units
If you are a domestic graduate coursework student with a Domestic Tuition Fee (DTF) place or international student you will be required to pay course tuition fees (see below). Course tuition fees are indexed annually. Further information for domestic and international students about tuition and other fees can be found at Fees.
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