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Principled (Interest Based) Negotiation - LAWS9980
Law Books

 
Faculty: Faculty of Law
 
 
School:  Faculty of Law
 
 
Course Outline: See below
 
 
Campus: Kensington Campus
 
 
Career: Postgraduate
 
 
Units of Credit: 8
 
 
EFTSL: 0.16667 (more info)
 
 
Indicative Contact Hours per Week: 2
 
 
Enrolment Requirements:
 
 
Prerequisite: Academic Program must be either 9200, 9210, 5740 or 9230
 
 
Fee Band: 3 (more info)
 
 
Further Information: See Class Timetable
 
 

Description

An effective professional needs to be skilful in negotiating, joint decision-making and joint problem-solving. This workshop helps participants improve these skills by careful analysis of the processes of negotiation and learning from experience, in the context of simulated negotiation exercises developed by the Harvard Negotiation Project.


LLM Specialisations

Corporate and Commercial Law; Corporate, Commercial and Taxation Law.

Recommended Prior Knowledge

None

Course Objectives

To provide participants with a principled negotiation framework which:
  • Is reliable, systematic and produces consistent results
  • Provides guidance for the planning, conduct and evaluation of negotiations of all kinds
  • Provides the opportunity to enhance the outcomes of all negotiation processes
And to enable participants with the opportunity to:
  • Identify the elements of a good outcome to a negotiation
  • Apply those elements in preparing for a negotiation
  • Identify the steps to be taken, prior to and during negotiation, to develop and enhance effective working relationships
  • Identify and apply evaluation procedures for reviewing a completed negotiation so as to enhance future performance
  • Practise these processes in a safe, encouraging environment

Main Topics

  • Preliminary thoughts about negotiation
  • Developing an effective preparation process
  • Thinking strategically about negotiation
  • Revisiting the elements of a good outcome
  • The role of power in negotiation
  • A range of experiential learning exercises will be undertaken

Assessment

Class participation Preparation and engagement in class 20%
Group presentation Presentation and delivery 20%
Seminar paper 5,000 words 60%
 

Course Texts

Prescribed
None

Recommended

  • Fisher, R, and Ury, W. Getting to Yes, Arrow, 1987
  • Ury, W. Getting Past No, Business Books, 1991

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© The University of New South Wales (CRICOS Provider No.: 00098G), 2004-2011. The information contained in this Handbook is indicative only. While every effort is made to keep this information up-to-date, the University reserves the right to discontinue or vary arrangements, programs and courses at any time without notice and at its discretion. While the University will try to avoid or minimise any inconvenience, changes may also be made to programs, courses and staff after enrolment. The University may also set limits on the number of students in a course.