Gold Coast, Australia
Area of Study
Taught In English
Students must have successfully completed MGMT11-101 Organisational Behaviour or CORE11-002 Leadership and Team Dynamics or equivalent prior to undertaking MGMT13-321.
Course Level Recommendations
ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.
Recommended U.S. Semester Credits3 - 4
Recommended U.S. Quarter Units4.5 - 6
Hours & Credits
This subject is designed to provide a foundation in negotiation theory and practice that is beneficial to all current and aspiring professionals, not just business students. The primary objective of this subject is to develop your interpersonal, analytical, and planninig skills through negotiation simulations and discussions. The content of the subject covers fundamental concepts in negotiation, advanced topics and skills (e.g., persuasion, ethics, trust) and a variety of negotiation situations, formats (i.e., bilateral, multilateral and team-based negotiations) and contexts (e.g., virtual negotiation, cross-cultural negotiation).Learning Objectives1. Describe the key concepts of negotiation and how they relate.2. Prepare to negotiate using an integrated, adaptive planning framework.3. Utilise appropriate negotiation and persuasion techniques for a given negotiation situation4. Demonstrate the ability to apply your planning and negotiation skills to a variety of negotiation contexts (e.g., bilateral, multilateral, multi-party, teams-based, virtual, cross-cultural, etc.).5. Analyse your strengths and weaknesses as a negotiator and devise and implement plans for your ongoing personal development.
Courses and course hours of instruction are subject to change.
Eligibility for courses may be subject to a placement exam and/or pre-requisites.
Credits earned vary according to the policies of the students' home institutions. According to ISA policy and possible visa requirements, students must maintain full-time enrollment status, as determined by their home institutions, for the duration of the program.