Postgraduate - UnitMBA5701 - Negotiation

This unit entry is for students who completed this unit in 2014 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

Refer to the specific census and withdrawal dates for the semester(s) in which this unit is offered, or view unit timetables.

Level	Postgraduate
Faculty	Faculty of Business and Economics
Offered	Caulfield MBA Teaching Period 5 2014 (On-campus block of classes)
Coordinator(s)	Associate Professor Vivek Chaudhri

Synopsis

The aim of this unit is to equip students with the knowledge and skills to develop and utilise effective strategies for negotiations. Drawing on cross-disciplinary perspectives and recent advances in the field of negotiation, this unit will equip students to recognise and overcome flaws in their negotiation and decision making processes and develop frameworks for analysing situations and making sound decisions.

Outcomes

The learning goals associated with this unit are to:

develop a systematic framework for improving negotiations
identify common cognitive biases that obstruct optimal decision-making in negotiation and other business contexts
provide a practical introduction to negotiation and decision-making dilemmas through experiential learning
develop capabilities to be future generators of sustainable economic, social and environmental value for business.

Assessment

Within semester assessment: 50%
Examination: 50%

Chief examiner(s)

Associate Professor Vivek Chaudhri

Workload requirements

3 hours per week

Co-requisites

Students must be enrolled in 0028, 3184, 3185, 3189, 3190, 3196, 3198, 3839 or 3849 to undertake this unit.