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Course

Principled Negotiation - JURD7480

Faculty: Faculty of Law

School: Faculty of Law

Course Outline: See below

Campus: Sydney

Career: Postgraduate

Units of Credit: 6

EFTSL: 0.12500 (more info)

Indicative Contact Hours per Week: 2

Enrolment Requirements:

Pre-requisite: 36 UOC of JURD courses for students enrolled prior to 2013. For students enrolled after 2013, pre-requisite: 72 UOC of JURD courses.

Excluded: LAWS8980

CSS Contribution Charge: 3 (more info)

Tuition Fee: See Tuition Fee Schedule

Further Information: See Class Timetable

View course information for previous years.

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.

This course will be taught intensively over 4 days.


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 provide 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
  • Scrutinising the role of power in negotiation

Further Information

A range of experiential learning exercises will be undertaken as part of the course.

Assessment

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

Course Texts

Prescribed
Fisher, R, Ury, W and Patton B, Getting to Yes – Negotiating Agreement Without Giving In (Penguin Books, revised 3rd ed, 2011).

Any additional materials such as handouts or articles will be made available to download from Blackboard.

Law Books

Study Levels

Undergraduate Study Postgraudate Study Postgraduate Research Study Non-Award Study

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