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Subject details

At the completion of this subject students should:

  1. have developed an understanding of a set of generic concepts and skills which are internationally applicable to issues in negotiation
  2. have developed an understanding of the basic concepts and structures of negotiation
  3. be able to apply and evaluate models of negotiation behaviour
  4. have developed and applied generic skills in the area of research, analysis and critical evaluation, written communication and group work.
  • Topics

    • The Nature of and Best Practice in Negotiation
    • Strategy and Tactics of Distributive Bargaining
    • Strategy and Tactics of Integrative Bargaining
    • Negotiation Strategy and Planning
    • Finding and Using Negotiation Power
    • Perception
    • Cognition
    • Emotion
    • Communication
    • Influence
    • Relationships in Negotiation
    • Relationships: Multiple Parties and Teams
  • Study resources

    • Instructional Methods

      • Audio/Video conferencing
      • Discussion forum/Discussion Board
      • Embedded Multimedia
      • Online assignment submission
      • Podcasting/Lecture capture
      • Web links
      • Wikis
    • Online Materials

      • Resources and Links
      • Audio-Video streaming
      • Online Assessment

In order to enrol in this subject, you must be accepted into one of the following degrees:

Core
  • GRF-EMP-GCE-2018
Elective
  • GRF-EMP-MAS-2018
  • OUA-PSU-GCE-2018
  • UNE-PRO-GCE-2018

Special requirements

No special requirements

This subject was previously known as IRL130.

This subject is about negotiating in an employment relations context. Negotiation and Dispute Resolution is essential for any student wishing to expand their knowledge about the negotiation process at the workplace and in society more generally. It is imperative that practitioners of industrial relations, employment relations and human resource management appreciate the role of conflict and conflict resolution processes and strategies. Negotiation and Dispute Resolution explores negotiating tactics and strategies, as well as dispute resolution issues. The aim of the subject is to equip students to become effective negotiators. The subject involves extensive online group work.

  • Analysis (30%)
  • Analysis (30%)
  • Analysis (40%)

Textbooks are subject to change within the academic year. Students are advised to purchase their books no earlier than one to two months before the start of a subject.

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