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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 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 skill in preparing for, conducting, and reviewing negotiations.

Credit Points: 4
When Offered:

Term 1 North Ryde - January to March

Term 2 North Ryde - March to June

Term 2 Hong Kong - Offshore students only

Term 3 North Ryde - June to September

Term 4 North Ryde - September to December

Staff Contact(s):

MGSM870 or MGNT606 or (admission to GradCertMgtPostMBA or MAMed or MASurg or DAdvSurg or DAdvMed or GradDipSpSurg or GradDipSpMed or GradCertClinLship) Prerequisite Information


NCCW(s): MGNT825
Unit Designation(s):
Assessed As: Graded
Offered By:

Department of Management

Faculty of Business and Economics

Course structures, including unit offerings, are subject to change.
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