Gold Coast, Australia
Area of Study
Taught In English
Pre-requisite: minimum completion of 24 credits of study including 1001MGT/1081MGT/1101IBA/1181IBA OR 1001EHR/1081EHR/1101IRL (Management Concepts OR Employment Relations). Incompatible: 3006IRL(Negotiation) AND 3014IBA (International Business Negotiation) AND 5174LAW (Negotiating Legal and Commercial Disputes)
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 - 6
Hours & Credits
This course has a Prerequisite requirement which means you MUST successfully complete the listed course or requirement/s BEFORE enrolling in this course. If you have enrolled in the course without meeting this requirement you MUST WITHDRAW immediately or contact the Program Director if you believe you have extenuating circumstances. It is our experience that students who have not completed the prerequisite course struggle to complete the course and often Fail as a result. It is also your responsibility to have any Transfer Credit appearing on your academic transcript before enrolling. This course considers the theory and processes of negotiation and conflict resolution in various settings. It attempts to provide an analytic understanding of negotiation and conflict resolutions, including issues of strategy and tactics, as well as development of skills necessary for implementation of this knowledge.
The core activities of all business professionals require good negotiation and dispute resolution skills. This course provides a set of generic negotiation, dispute resolution and mediation concepts and skills, which are internationally applicable and can be applied in a wide range of negotiating situations, third party dispute resolution and interpersonal conflicts.
The aims of the course are to:
provide a set of generic negotiation concepts and skills which are internationally applicable;
provide an analysis of the basic concepts and structures of negotiation, including the role of power and influence;
guide students in analysing and evaluating models of negotiation behaviour and communication strategies;
enable students to develop the skills needed to successfully prepare for and participate in negotiation and mediation; and provide opportunities for students to practise, develop and analyse their own skills in negotiation and third party dispute resolution through a series of negotiation and mediation exercises.
After successfully completing this course you should be able to:
1 Understand, apply and critically evaluate the conceptual and theoretical background to negotiation;
2 Understand, apply and critically evaluate the main strategies and tactics appropriate for different kinds of negotiation context;
3 Plan for and carry out both short and simple negotiations, and longer and more complex negotiations;
4 Reflect upon and analyse the process and outcomes of negotiation, determine what was done effectively and efficiently, and what aspects could be improved; and
5 Understand and apply ethical conduct to negotiation situations.
Attendance and Contribution in All Seminars-Weighted 10%/10
Negotiation Plan-Weighted 15%/15
End of Semester Exam-45%/45
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.