Faculty of Business and Economics

Monash University

Postgraduate - Unit

This unit entry is for students who completed this unit in 2013 only. For students planning to study the unit, please refer to the unit indexes in the the current edition of the Handbook. If you have any queries contact the managing faculty for your course or area of study.

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6 points, SCA Band 3, 0.125 EFTSL

To find units available for enrolment in the current year, you must make sure you use the indexes and browse unit tool in the current edition of the Handbook.

FacultyFaculty of Business and Economics
Organisational UnitDepartment of Management
OfferedCaulfield Summer semester B 2013 (On-campus block of classes)
Coordinator(s)Associate Professor Vivek Chaudhri


The aim of this unit is to equip students with the knowledge and skills to develop and utilise effectively strategies for negotiations and decision making. In an increasingly complex and dynamic business environment, negotiation and decision-making are have become core capabilities associated with effective management and leadership of organisations. Drawing on cross-disciplinary perspectives and recent advances in the field of negotiation, this unit will equip students to recognize and overcome flaws in their negotiation and decision making processes and develop frameworks for analysing situations and making sound decisions; and provide a practical and experiential introduction to principles of effective negotiation in diverse industry and functional contexts faced by contemporary organisations.


The learning goals associated with this unit are to:

  1. develop a systematic framework for improving negotiation and decision-making outcomes
  2. identify common cognitive biases that obstruct optimal decision-making in negotiation and other business contexts
  3. provide a practical introduction to negotiation and decision-making dilemmas through experiential learning
  4. acquire strategies to overcome weaknesses associated with different personal styles in negotiation and conflict management
  5. develop new strategies to improve creativity and flexibility in resolving complex problems and negotiations in diverse industry and business contexts
  6. develop capabilities to be future generators of sustainable economic, social and environmental value for business.


Within semester assessment: 50%
Examination: 50%

Chief examiner(s)

Contact hours

3 hours per week


Students must be enrolled in one of the following courses to undertake this unit: 3183, 3184, 3185, 3189, 3190, 3191, 3195, 3196, 3197, 3198, 3837, 3839, 3849 or 0028