77745 Negotiation

6cp
Requisite(s): 60 credit points of completed study in 60 Credit Value spk(s): C04148 Master of Law and Legal Practice AND 79771c Dispute Resolution
The lower case 'c' after the subject code indicates that the subject is a corequisite. See definitions for details.
These requisites may not apply to students in certain courses.
There are course requisites for this subject. See access conditions.
Anti-requisite(s): 78175 Negotiation

Postgraduate

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.

Detailed subject description.