Handbook

There is a more recent version of this academic item available.

Overview

NOTE:This course was previously identified as MNGT6712. This course is designed to help students gain a firm understanding of the dynamics of the negotiation process and an appreciation of their own role as a negotiator. Students have the opportunity to work with the theory, skills and processes of negotiation relevant… For more content click the Read More button below.

NOTE:This course was previously identified as MNGT6712.

This course is designed to help students gain a firm understanding of the dynamics of the negotiation process and an appreciation of their own role as a negotiator. Students have the opportunity to work with the theory, skills and processes of negotiation relevant to a wide range of contexts: commercial, organisational, community and public policy.

Theory topics include power and influence, perceptual processes, intercultural negotiation, and the effects of third parties, multiple parties and teams on negotiation. Skill development includes the ability to analyse and understand negotiation situations, leading to effective planning and choice of strategy and tactics. Students are able to practise those skills by participating in role-play simulations, along with analysis and reflection on the outcomes of those simulations. Students will also learn how to incorporate ethics and responsible management in negotiations.

Conditions for Enrolment

Prerequisite: Must be enrolled in one of the following programs: Leadership (7416); MBAE (8355 or 8356); MBAX (8625); MBA Full-Time (8350 or 8351)

Delivery

In-person - Intensive - 2 WEEKENDS

Delivery ModeIn-person

Delivery FormatIntensive

Indicative Contact Hours32 hours over two weekends

NotesOur face-to-face intensive mode is for students who prefer face-to-face classes but may need to travel further to come to our face-to-face venues. Interactive classes are held on two non-consecutive weekends, 9am to 5pm each day. There are also required online asynchronous activities before and after each weekend. Workload expectation is 150 hours across the term.

Multimodal - Standard (usually weekly or fortnightly) - ONL-SYNC

Delivery ModeMultimodal

Delivery FormatStandard (usually weekly or fortnightly)

Indicative Contact Hours1.5hr online class per week

NotesOur online synchronous mode is for students who like regular live learning sessions with others but who cannot travel to our face-to-face venues. Students must have reliable internet. There are also other required online asynchronous activities outside of class times. Workload expectation is 150 hours across the term.

In-person - Standard (usually weekly or fortnightly) - FTNIGHTLY

Delivery ModeIn-person

Delivery FormatStandard (usually weekly or fortnightly)

Indicative Contact HoursSix 3-hour fortnightly classes

NotesOur face-to-face fortnightly mode is for students who prefer regular face-to-face classes and are close to our face-to-face venues. Classes are interactive. There are also required online asynchronous activities before each class. Workload expectation is 150 hours across the term.

Please note that the above delivery information is an indication on how this course may be delivered within the year. Delivery mode(s) for each term can be viewed on other sources such as myUNSW and class timetable site.

This Handbook is a comprehensive catalogue of our offerings and includes courses that can be taken to satisfy program requirements irrespective as to their availability for a particular year. Availability of courses is best checked using filters on this site or on the class timetable site.

Fees

Type	Amount
Commonwealth Supported Students (if applicable)	$2041
Domestic Students	$5340
International Students	$5340

Disclaimer

Where a fee is displayed as “Not Applicable”, including some Work Experience and UNSW Canberra courses, please contact the relevant Faculty for any enquiry.

Note that the University reserves the right to vary student fees in line with relevant legislation. The fee information is provided as a guide and more specific information about fees, including policy, can be found here.

Commonwealth Supported Students:

Please refer to the information about new Student Contribution band classifications. Note that grandfathering arrangements are applicable for some cohorts of students, and other special arrangements apply for a limited number of programs. The Field of Education displayed on the right-hand side of this page may be applicable in understanding which fee rate will apply to you.

Where a Commonwealth Supported fee is displayed it does not guarantee that such places are available.

Pre-2019 Handbook Editions

Access past handbook editions (2018 and prior)

Faculty
Faculty: The primary academic unit in which related disciplines of teaching and research are conducted.

School
School: The academic unit responsible for teaching in disciplines or subject areas (school is part of a faculty).

Study Level
Study Level refers to the academic level of a program, specialisation or course.

Postgraduate

Offering Terms
Depending on the Academic Calendar type, an offering term generally refers to an academic teaching period of between 8-13 weeks in duration.

Term 1, Term 3

Campus

Sydney

Academic Calendar

Field of Education

080307 Organisation Management

Timetable

Course Outline
This link will take you to UNSW Course Outline website that is first released for all faculties for 2024 academic year. Note that the Handbook publishes course information regardless of whether the course is offered (and therefore has a course outline available), or not.

Negotiation Skills

AGSM9712

6 Units of Credit