LAW5429 - Advanced commercial negotiation skills - 2018

This unit is designed for students with existing knowledge and experience of negotiation, although no specific units have been set as pre-requisites. It focuses on negotiations for contracts and for the resolution of commercial disputes, although many of the concepts and skills are also relevant to other negotiations. Topics covered include strategy and tactics for specific types of negotiation, and the impact of cognitive biases, culture, and the law. The unit will be interactive and will explore issues and develop skills using role-plays, simulations, class discussions, interactive lectures, and guest presenters.

On completion of this unit students will be able to:

• Apply advanced knowledge and understanding of negotiation in commercial contexts and advanced skills for dealing with challenges in commercial negotiations with creativity and initiative to new situations in professional practice;
• Investigate, analyse and synthesise complex information, problems, concepts and theories in relation to advanced commercial negotiation;
• Conduct research in advanced commercial negotiation based on knowledge of appropriate research principles and methods; and
• Use cognitive, technical and creative skills to generate and evaluate at an abstract level complex critical issues and major trends in the theory and practice of commercial negotiation.

Class presentation - 10%

Research paper (3000 words) - 40%

Take home exam (3750 words) - 50%

Students enrolled in this unit will be provided with 24 contact hours of seminars per semester whether intensive, semi-intensive, or semester-long offering. Students will be expected to do reading set for class, and to undertake additional research and reading applicable to a 6 credit point unit.