• Offered by Research School of Management
  • ANU College ANU College of Business and Economics
  • Course subject Management
  • Academic career UGRD
  • Mode of delivery In Person
  • Offered in Second Semester 2019
    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:

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 Information

See the course outline on the College courses page. Outlines are uploaded as they become available. 

Indicative Assessment

See the course outline on the College courses page for the indicative assessment.

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 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 Texts

Lewicki, R., Barry, B. & Saunders, D. (2010). Essentials of Negotiation, McGraw Hill, (5th Ed.). ISBN: 9780073530369 

Preliminary Reading

Selected readings will be provided in tutorials and on Wattle.

Majors

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
Domestic fee paying students
Year Fee
2019 $4140
International fee paying students
Year Fee
2019 $5460
Note: Please note that fee information is for current year only.

Offerings and Dates

The list of offerings for future years is indicative only

Second Semester

Class number Class start date Last day to enrol Census date Class end date Mode Of Delivery Class Summary
9089 22 Jul 2019 29 Jul 2019 31 Aug 2019 25 Oct 2019 In Person N/A

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