MBA5701 - Negotiation - 2017

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


Professor Anne Lytle

Unit guides



  • Trimester 1 2017 (On-campus block of classes)


  • MBA Teaching Period 4 2017 (On-campus block of classes)


Negotiation is the art and science of securing agreements between two or more parties, who are interdependent and who are seeking to maximise their outcomes. The central issues of this course deal with understanding the behaviour of individuals, groups, and organisations in the context of competitive situations.

The purpose of this course is to understand the theory and processes of negotiation as applied to a variety of settings. It is designed to be relevant to the broad spectrum of negotiation problems that are faced by the manager and professional. The content is not only relevant to those interested in brand management, real estate, consulting, entrepreneurship, or mergers and acquisitions, but to anyone who communicates in their daily interactions with other people.

This unit is designed to complement the technical and diagnostic skills learned in other courses in the Monash MBA. A basic premise of this course is that while a manager needs analytical skills to discover optimal solutions to problems, a broad array of negotiation skills is needed to get these solutions accepted and implemented. This course will allow participants the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks. Considerable emphasis will be placed on negotiation simulations and role plays.


The learning goals associated with this unit are to:

  1. introduce key analytical frameworks central to negotiation theory and practice
  2. present a basic toolkit for successful negotiation and conflict management practice
  3. promote awareness of the strengths and weaknesses of your own style and assist in its development
  4. develop your strategic flexibility in negotiation processes across situations and people
  5. develop your confidence in successful preparation, implementation, and evaluation of negotiation processes and outcomes


Within semester assessment: 90% + Examination: 10%

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 0028 to undertake this unit.