This course is not currently offered, please contact the school or faculty of your program.

Course description

Whether it's negotiating a creative legal settlement, a new business partnership or a family related issue, intelligent negotiating skills are required to reach an effective agreement. Making a 'good deal' is more than simply calculating cost versus benefit or risk versus reward. This course focuses on the skills and theories behind successful negotiations. Issues such as the management of underlying interests, conflict escalation, competitive versus co-operative approaches and dealing with 'difficult people' are addressed. Students will explore the role of negotiation in their personal lives, as well as an adjunct to litigation, contract formation and in general business practice. The course is centred on skills acquisition through practical exercises and is supplemented by conflict resolution theory and empirical studies. The course will be conducted in a three-day intensive block of classes (9 am-5 pm) followed by an evening class approximately six weeks later during which students will present their Negotiation Plan. IMPORTANT NOTE: This course is taught a number of times each semester in Melbourne and Brisbane. Enrolments are limited in each class and close with a quota of 25 students. To avoid missing a place in your preferred class, please email the Course Coordinator to advise which class and campus you plan to attend.