Excellence in
Management
Education

Title
MBA 2012 Negotiations
Contacts hour per week
2.0
Lecturer
Onto, John
Language
Content
A Note on Process and Teaching Values

This is a program which depends heavily on the experiential process to optimise learning. You must be willing to share responsibility for your learning through the varied processes used. I in turn assure you that the data collected for analysis is aimed at recognising functional and dysfunctional negotiation behaviours not highlighting personal characteristics of individuals in the class.

Course Description

Negotiation is an essential part of organisational life. Although we negotiate every day, we often obtain less than ideal outcomes. In this course, we will identify the behaviours that contribute to successful negotiation. The recognition of these behaviours will allow us to develop the appropriate skills aimed at optimising our chances of (a) securing the desired outcomes and (b) where appropriate, building ongoing relationships through effectively managing the other parties' expectations.
Course description
Negotiation is a skill. Like all skills, it takes practice to do it well. Therefore, in this unit, the emphasis will be on learning through the use of experiential exercises and case studies.
Literature
Required Reading

You will be provided with a reading pack; please be sure to utilise this resource. It is not onerous but the readings are important and will enrich your insights.
Further literature
Useful journals or serials
International Journal of Conflict Management
Negotiation Journal
Method of examination
Group Assignment (up to 2,000 words) Pacific Oil 35%
Exam - based on case handed out in last class 50%
Class participation (based on quality of input and respect for others' views) 15%