Coronavirus (COVID-19) Update
Due to the Coronavirus (COVID-19) pandemic, any references to assessment tasks and on-campus delivery may no longer be up-to-date on this page.
Students should consult iLearn for revised unit information.
Find out more about the Coronavirus (COVID-19) and potential impacts on staff and students
Unit convenor and teaching staff |
Unit convenor and teaching staff
Troy Sarina
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Credit points |
Credit points
10
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Prerequisites |
Prerequisites
80cp including (MGNT606 or MGMT6006 or MGNT608 or MGMT6008)
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Corequisites |
Corequisites
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Co-badged status |
Co-badged status
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Unit description |
Unit description
Negotiation involves influencing how people think, perceive, feel and behave. We apply these skills in every interaction, whether in the business environment, with our family, or in the world of international politics. The path to improving our negotiation performance involves adopting a mindset conducive for negotiations, learning theories, and developing skill in executing the right behaviour at the right time. This subject will increase students’ awareness of the complex dynamics in human interaction and decision-making. The subject will draw on multiple disciplines in order to provide students with key theories and frameworks for managing that complexity in a wide range of different contexts. Students will also build practical skills in preparing for, conducting, and reviewing negotiations. |
Information about important academic dates including deadlines for withdrawing from units are available at https://www.mq.edu.au/study/calendar-of-dates
On successful completion of this unit, you will be able to:
Coronavirus (COVID-19) Update
Assessment details are no longer provided here as a result of changes due to the Coronavirus (COVID-19) pandemic.
Students should consult iLearn for revised unit information.
Find out more about the Coronavirus (COVID-19) and potential impacts on staff and students
Coronavirus (COVID-19) Update
Any references to on-campus delivery below may no longer be relevant due to COVID-19.
Please check here for updated delivery information: https://ask.mq.edu.au/account/pub/display/unit_status
Required text |
There is no required text for this course. Instead students are encouraged to read and consult a collection of articles and textbooks contained in the reading list for this course. This list can be accessed via the Leganto tile found on ilearn. |
Unit web page |
The web page for this unit can be found at: https://ilearn.mq.edu.au/login/ |
Technology Used and Required |
Students are required to have access to a personal computer and familiarise themselves with iLearn (https://ilearn.mq.edu.au/login/). iLearn will be used to post lecture slides, required and recommended readings, assessment details, student grades and as a means of communication between staff members and students. |
Delivery Format and Other Details |
(i) Friday 8th May - Sunday 10th May (3 days - end of week 6 of MMBA term) (ii) Saturday 23rd May - Sunday 24th May (2 days - weekend of week 8 of MMBA term)
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Recommended readings |
Recommended readings are provided via the links on the iLearn Unit page |
Coronavirus (COVID-19) Update
The unit schedule/topics and any references to on-campus delivery below may no longer be relevant due to COVID-19. Please consult iLearn for latest details, and check here for updated delivery information: https://ask.mq.edu.au/account/pub/display/unit_status
Day |
Topics |
1 |
Complexity in Negotiations Understanding the Seven Elements of Negotiation |
2 |
Traditional Negotiation strategies
Managing Relationships in Negotiation |
3 |
Creating and Claiming Value in Negotiation Persuasion, Rationality and Cognitive Biases |
4 |
Negotiation simulation Simulation debriefing |
5 |
Managing difficult situations and emotions Special interest topics in Negotiation |
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Students seeking more policy resources can visit the Student Policy Gateway (https://students.mq.edu.au/support/study/student-policy-gateway). It is your one-stop-shop for the key policies you need to know about throughout your undergraduate student journey.
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Learning Skills (mq.edu.au/learningskills) provides academic writing resources and study strategies to help you improve your marks and take control of your study.
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