MANAGEMT 7046 - Negotiation Skills

North Terrace Campus - Trimester 2 - 2014

The purpose of this course is threefold. The first is to explore the major concepts and theories of negotiation, as well as the dynamics of interpersonal and intergroup conflict and its resolution. This will involve studying the structural (eg parties, positions, interests) and process (cognitive, interactional) dynamics that are required for a sound critical understanding. The second objective is to develop practical skills applicable to a broad range of contexts. This involves direct training in identifying crucial elements of negotiation situations and implementing appropriate resolution strategies. The third objective is to develop teamwork skills by working within and through group exercises.

  • General Course Information
    Course Details
    Course Code MANAGEMT 7046
    Course Negotiation Skills
    Coordinating Unit Business School
    Term Trimester 2
    Level Postgraduate Coursework
    Location/s North Terrace Campus
    Units 3
    Contact Up to 3 hours per week
    Prerequisites MANAGEMT 7086 & MANAGEMT 7087
    Course Description The purpose of this course is threefold. The first is to explore the major concepts and theories of negotiation, as well as the dynamics of interpersonal and intergroup conflict and its resolution. This will involve studying the structural (eg parties, positions, interests) and process (cognitive, interactional) dynamics that are required for a sound critical understanding. The second objective is to develop practical skills applicable to a broad range of contexts. This involves direct training in identifying crucial elements of negotiation situations and implementing appropriate resolution strategies. The third objective is to develop teamwork skills by working within and through group exercises.
    Course Staff

    Course Coordinator: Mr David Pender

    Name:              David Pender    

                            Telephone:         0408804490

                            email:     david.pender@adelaide.edu.au

                            Course Website:           www.myuni.adelaide.edu.au

     

    My name is David Pender. I am a management practitioner and an adjunct senior lecturer at the University of Adelaide Business School (UABS). I have had a very wide range of business experience over the past 35 years.

    I prefer to be called “David”.

    I spent 13 years practising on my own account as a Chartered Accountant and then held senior management positions in distribution management and general management within the financial services industry (12 years). Since then, I have practised as principal of Knowledge Perspectives, a consulting collaborative that applies the principles of knowledge and intellectual capital management in a variety of fields: performance improvement, transition management, M&A, strategic direction and mapping and value creation. Clients cover both private and public sectors in Australia, Asia and North America. Improving negotiation outcomes comprises an interesting and rewarding part of my work. Negotiation skills are increasingly important in the knowledge economy.

    I hold a degree in Economics and a MBA from the University of Adelaide and I am a member of the Institute of Chartered Accountants in Australia.

    Apart from this course, I also teach courses in Knowledge Management and Fundamentals of Leadership in the Business School’s MBA program and teach extensively in the UABS Executive Education programs.

    I am available to meet with students by appointment.

    Course Timetable

    The full timetable of all activities for this course can be accessed from Course Planner.

  • Learning Outcomes
    Course Learning Outcomes

    In the past few decades, negotiation has moved from the industrial relations arena to the forefront of managerial interest. Negotiation, bargaining and mediation have traditionally referred to the arbitration of disputes between labour and management. However, scholars and practitioners now recognise that these skills operate in virtually every management function, including strategy formulation, mergers and acquisitions, purchasing, sales, resource allocation and many others.

    Negotiation is a common mechanism for resolving differences between, and allocating resources among, exchange partners, such as superiors, colleagues, peers, corporate entities and even nations. Broadly viewed, these are social decision making processes, involving interdependent parties who do not share identical preferences, and in this way are essential elements of the business enterprise.


    Objectives for the course include:

      2.1.1 To develop an understanding of the theory and practice of negotiation in particular and conflict resolution in general;
      2.1.2 To identify the personal challenges we all have in dealing with negotiation and conflict resolution;
      2.1.3 To explore how to positively interact with others;
      2.1.4 To understand negotiation as a system and the important role of subsidiary actors.
          .

    University Graduate Attributes

    This course will provide students with an opportunity to develop the Graduate Attribute(s) specified below:

    University Graduate Attribute Course Learning Outcome(s)
    Knowledge and understanding of the content and techniques of a chosen discipline at advanced levels that are internationally recognised. 2.1.1
    The ability to locate, analyse, evaluate and synthesise information from a wide variety of sources in a planned and timely manner. 2.1.1, 2.1.4
    An ability to apply effective, creative and innovative solutions, both independently and cooperatively, to current and future problems. 2.1.2, 2.1.3, 2.1.4
    Skills of a high order in interpersonal understanding, teamwork and communication. 2.1.2, 2.1.3
    A commitment to continuous learning and the capacity to maintain intellectual curiosity throughout life. 2.1.1 - 2.1.4
    A commitment to the highest standards of professional endeavour and the ability to take a leadership role in the community. 2.1.1 - 2.1.4
    An awareness of ethical, social and cultural issues within a global context and their importance in the exercise of professional skills and responsibilities. 2.1.1 - 2.1.4
  • Learning Resources
    Required Resources
    Text Books
    Lewicki RJ, Saunders DM and Barry B (2010), Negotiation: Readings Exercises and Cases, 6th ed, McGraw Hill Irwin, New York


    Details can be found on myUni. This includes:
    1. Readings from the text book
    2. Exercises
    3. On line materials

     

      

    Recommended Resources
    Students may wish to read more widely in specific subject areas, something that the UABS wholeheartedly encourages. There are many general texts on negotiation skills that students may find useful. Perhaps of greatest assistance though are readings from leading academic journals, current business journals and the better newspapers. Relevant journals include:

    • Asia-Pacific HRM,
    • Australian Journal of Public Administration,
    • Business Ethics Quarterly
    • California Management Review,
    • Harvard Business Review (USA),
    • Human Resource Management (USA),
    • Human Resource Management Journal (UK),
    • International Journal of Human Resource Management (UK),
    • Journal of Australian and New Zealand Academy of Management
    • Journal of Business Ethics
    • Journal of Conflict Resolution

    Full texts of a great many of the articles that appear in these journals can be accessed via the University of Adelaide’s library databases

    There are numerous references at the conclusion of each reading which will supplement your learning of particular topics. I will point out additional articles on various topics for those who are inspired to delve more deeply during the course.
  • Learning & Teaching Activities
    Learning & Teaching Modes

    No information currently available.

    Workload

    No information currently available.

    Learning Activities Summary

    No information currently available.

  • Assessment

    The University's policy on Assessment for Coursework Programs is based on the following four principles:

    1. Assessment must encourage and reinforce learning.
    2. Assessment must enable robust and fair judgements about student performance.
    3. Assessment practices must be fair and equitable to students and give them the opportunity to demonstrate what they have learned.
    4. Assessment must maintain academic standards.

    Assessment Summary

    No information currently available.

    Assessment Detail

    No information currently available.

    Submission

    No information currently available.

    Course Grading

    Grades for your performance in this course will be awarded in accordance with the following scheme:

    M10 (Coursework Mark Scheme)
    Grade Mark Description
    FNS   Fail No Submission
    F 1-49 Fail
    P 50-64 Pass
    C 65-74 Credit
    D 75-84 Distinction
    HD 85-100 High Distinction
    CN   Continuing
    NFE   No Formal Examination
    RP   Result Pending

    Further details of the grades/results can be obtained from Examinations.

    Grade Descriptors are available which provide a general guide to the standard of work that is expected at each grade level. More information at Assessment for Coursework Programs.

    Final results for this course will be made available through Access Adelaide.

  • Student Feedback

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    SELTs are an important source of information to inform individual teaching practice, decisions about teaching duties, and course and program curriculum design. They enable the University to assess how effectively its learning environments and teaching practices facilitate student engagement and learning outcomes. Under the current SELT Policy (http://www.adelaide.edu.au/policies/101/) course SELTs are mandated and must be conducted at the conclusion of each term/semester/trimester for every course offering. Feedback on issues raised through course SELT surveys is made available to enrolled students through various resources (e.g. MyUni). In addition aggregated course SELT data is available.

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  • Policies & Guidelines
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