• Offered by Research School of Management
  • ANU College ANU College of Business and Economics
  • Course subject Management
  • Areas of interest International Business, Management
  • Academic career UGRD
  • Mode of delivery In Person
  • Offered in Second Semester 2022
    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.  

Learning Outcomes

Upon successful completion, students will have the knowledge and skills to:

  1. articulate the core ideas of principled negotiation and illustrate their application in negotiation for mutual benefit;
  2. explain and illustrate different negotiation and decision-making strategies;
  3. explain and illustrate hostile and difficult negotiation tactics and strategies for dealing with them;
  4. explain how bargaining can include joint problem solving, and collaborative exploration of options and facts material to a negotiation;
  5. make considered judgements about a best alternative to a negotiated agreement (BATNA), and a zone of possible agreement (ZoPA);
  6. identify personal strengths and weaknesses in a negotiation setting; and,
  7. comment on cultural differences in negotiation styles.

Indicative Assessment

  1. Typical assessments may include, but is not restricted to: in-class exercises, written and oral assignments, quizzes, examinations, group project tasks, oral presentation, and other assessment deemed appropriate to show attainment of the learning outcomes set for the course. Further details will be made available via the Class Summary. (100) [LO 1,2,3,4,5,6,7]

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.

Workload

Students taking this course are expected to commit 130 hours to completing the work. For semester length offerings this will typically include 3 hours per week in class and at least 7 hours a week on average (excluding non-teaching weeks) on course reading, research, writing and assessment work.

Inherent Requirements

This course has no inherent requirements.

Prescribed Texts

Information about the prescribed textbook (if any) will be made available via the Class Summary.

Majors

Fees

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:
34
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.

Where there is a unit range displayed for this course, not all unit options below may be available.

Units EFTSL
6.00 0.12500
Note: Please note that fee information is for current year only.

Offerings, Dates and Class Summary Links

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.

Second Semester

Class number Class start date Last day to enrol Census date Class end date Mode Of Delivery Class Summary
5861 25 Jul 2022 01 Aug 2022 31 Aug 2022 28 Oct 2022 In Person N/A

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