Negotiation and Dispute Resolution

University of Otago

Course Description

  • Course Name

    Negotiation and Dispute Resolution

  • Host University

    University of Otago

  • Location

    Dunedin, New Zealand

  • Area of Study

    Business Management

  • Language Level

    Taught In English

  • Prerequisites

    36 200-level points from Commerce Schedule C

  • 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.

    Hours & Credits

  • Credit Points

  • Recommended U.S. Semester Credits
    3 - 4
  • Recommended U.S. Quarter Units
    4 - 6
  • Overview

    Study of the theory and concepts of negotiation and of mediation as an alternative dispute resolution mechanism, and the development of practical negotiation and mediation skills for application in business and management systems.

    Everybody negotiates in business and personal life, so you might as well know how to do it well. It is the basic form of communication and interaction between people in establishing or rearranging relationships, in deciding on a course of action large or small, and in resolving disputes. MANT 343 provides a model to guide negotiation strategy and analysis and uses a sequence of increasingly challenging negotiation exercises to develop negotiation intellect, instincts, strategic thinking and basic skills.

    Teaching Arrangements
    Lectures most weeks, except these are adjourned during the three weeks in which the major negotiation exercise is conducted. Two-hour tutorials are held in six weeks of the semester. Negotiation assignments are distributed in tutorials, and some negotiation exercises are conducted in tutorials. Attendance at lectures and tutorials is required from the first week of the semester.

    Course Structure
    Having an understanding of the component parts of a negotiation is essential to analysing a negotiation situation, formulating a strategic approach and implementing strategies and tactics, so the paper begins by investing in an exploration of theories of negotiation and the development of a model to guide you through negotiations. Thereafter, instruction in skills and tactics is integrated with experiential learning through increasingly challenging negotiation exercises.

    Learning Outcomes
    - An understanding of negotiation theory and practice and the development or enhancement of negotiation skills and instincts
    - An understanding and knowledge of alternative dispute resolution techniques
    - A capability to confidently represent yourself in negotiation situations

    Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (7th edition), McGraw-Hill Irwin

Course Disclaimer

Courses and course hours of instruction are subject to change.

Eligibility for courses may be subject to a placement exam and/or pre-requisites.

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Please note that some courses with locals have recommended prerequisite courses. It is the student's responsibility to consult any recommended prerequisites prior to enrolling in their course.