- Code MGMT2004
- Unit Value 6 units
- 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
- Dr Chirag Kasbekar
- Mode of delivery In Person
Second Semester 2022
See Future Offerings
This course involves on campus teaching. For students unable to come to campus there will be a remote option. See the Class Summary for more details.
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:
- 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 judgements 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.
- 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]
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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.
This course has no inherent requirements.
Information about the prescribed textbook (if any) will be made available via the Class Summary.
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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Offerings, Dates and Class Summary Links
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Class summaries, if available, can be accessed by clicking on the View link for the relevant class number.