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Negotiation; Theory and Practice - MGSM884
This unit is subject to a quota. Limited places are available. Please refer to the Faculty for further information
Negotiation is a ubiquitous human activity. We negotiate all the time, and not just in those familiar negotiation settings (i.e. car sales, house purchase, and employment), but rather throughout each day. Negotiation occurs between friends, romantic partners, parents and children, fellow employees, customers and suppliers. The skills we bring to negotiation are, in part, those we learn and develop throughout life. Whether these skills fulfil our best interests and whether we are good negotiators is often more the result of chance than of purposeful action. Becoming a more consistently successful negotiator is the result of education, training and practice. This unit introduces key theories and practices in negotiation. The unit is intended to expose the student to the wide range of social, cultural, and interpersonal factors that impact upon negotiation. We will also look at the resolution of social conflict embracing an overview of conflict resolution theories and practices. For some students negotiation may be associated with deal-making, for others it is typified by events on the world stage. In this unit we will move beyond this narrow definition and identify a variety of negotiation settings and explore theories and practices that help us better understand and function in a broad range of negotiation settings.
| Credit Points: | 4 |
| When Offered: | Term 1 NR - MGSM, North Ryde Campus, January to March Term 2 NR - MGSM, North Ryde Campus, March to June Term 3 NR - MGSM, North Ryde Campus, June to September Term 4 NR - MGSM, North Ryde Campus, September to December |
| Staff Contact(s): | studentservices@mgsm.edu.au |
| Prerequisites: |
Admission to MMgt or MBA or PGCertMBAExt or GradCertMgtPostMBA or MAMed or MASurg or DAdvSurg or DAdvMed or GradDipSpSurg or GradDipSpMed or GradCertClinLship |
| Corequisites: | |
| NCCW(s): | |
| Unit Designation(s): | |
| Assessed As: | Graded |
| Offered By: | Macquarie Graduate School of Management |
Timetable Information
For unit timetable information and session dates for external offerings please visit the Timetables@Macquarie Website.