units

MBA5701

Faculty of Business and Economics

18 September 2017 22 November 2024

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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.

Faculty

Business and Economics

Organisational Unit

MBA Program

Coordinator(s)

Associate Professor Vivek Chaudhri

Offered

Caulfield

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

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:

  1. develop a systematic framework for improving negotiations
  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. develop capabilities to be future generators of sustainable economic, social and environmental value for business.

Assessment

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)

Associate Professor Vivek Chaudhri

Co-requisites

Students must be enrolled in 0028 to undertake this unit.