Faculty of Business and Economics

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This unit entry is for students who completed this unit in 2016 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.

Monash University

6 points, SCA Band 3, 0.125 EFTSL

Postgraduate - Unit

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


Business and Economics

Organisational Unit

MBA Program


Associate Professor Vivek Chaudhri



  • MBA Teaching Period 2 2016 (On-campus block of classes)


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%

Workload requirements

Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. The unit requires on average three/four hours of scheduled activities per week. Scheduled activities may include a combination of teacher directed learning, peer directed learning and online engagement.

See also Unit timetable information

Chief examiner(s)


Students must be enrolled in course 0028 to undertake this unit.