University of Technology SydneyHandbook 2008

77745 Negotiation

6cp
Requisite(s): 60 credit points of completed study in C04148 Master of Law and Legal Practice
These requisites may not apply to students in certain courses.
There are also course requisites for this subject. See access conditions.
Postgraduate
Subject coordinator: M Scott

This subject is taught in a four-day intensive block which is designed to provide an understanding of the theory and skills of negotiation. It covers the diverse approaches to negotiation, with a focus on principled negotiation as taught by the Harvard Law Faculty's Negotiation Project. This subject brings together the current theories and practice in negotiation skills and analysis with an emphasis on identifying effective negotiation strategies.

This subject covers topic areas that include:

  • distributive and integrative bargaining
  • principled negotiation theory and practice
  • pre-negotiation analysis, preparation and participation
  • the challenges of complex negotiations including agency and team issues, negotiating behaviour and communication issues
  • coalition dynamics
  • risk assessment
  • trust and good faith issues.

The assessment is centred on the opportunity to workshop and evaluate a chosen scenario developed in conjunction with a supporting critique of selected negotiation theories.

Fee information

2008 contribution for post-2008 Commonwealth-supported students: $636.88
Note: Students who commenced prior to 1 January 2008 should consult the Student contribution charges for Commonwealth supported students
Not all students are eligible for Commonwealth Supported places.

2008 amount for undergraduate domestic fee-paying students: $2,100.00

Note: Fees for Postgraduate domestic fee-paying students and international students are charged according to the course they are enrolled in. Students should refer to the Annual Fees Schedule.

Subject EFTSL: 0.125

Access conditions

Note: The requisite information presented in this subject description covers only academic requisites. Full details of all enforced rules, covering both academic and admission requisites, are available at Access conditions and My Student Admin.