Business Negotiations
IBUS6018
The purpose of this course is to help you understand the theory of negotiation as it is practiced in a variety of strategic settings. The aim is to help you feel more comfortable and confident with the negotiation process. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers but we use specific examples from international strategy such as M&A and joint ventures. The course will provide participants with an opportunity to develop skills experientially and to understand negotiation in useful analytic frameworks. Considerable emphasis will be placed on role-playing exercises and case studies.Note: this unit will require your participation in a number of negotiations. Preparation for these negotiations, which are a large part of your grade, will require time-pressured reading of material in class.
Unit of study details
Unit of study level: Postgraduate
Credit points: 6
Commencing semesters: 1, 2
Further unit of study information
Unit of study handbook: IBUS6018
Costs and scholarships information: Costs and Scholarships
Final dates to withdraw from units of study: Census Dates
Available for study abroad and exchange: No
Our courses that offer this unit of study
- Master of Commerce and Master of Logistics Management
- Master of International Business and Master of Commerce
- Master of International Business and Master of Logistics Management
- Master of International Business and Law
- Master of International Business
- Master of Commerce
- Graduate Diploma in Commerce
- Graduate Certificate in Commerce