Negotiation Skills - MGMT3721

Faculty: UNSW Business School

School: School of Management

Course Outline: MGMT3721 Course Outline

Campus: Sydney

Career: Undergraduate

Units of Credit: 6

EFTSL: 0.12500 (more info)

Indicative Contact Hours per Week: 3

CSS Contribution Charge: 1 (more info)

Tuition Fee: See Tuition Fee Schedule

Further Information: See Class Timetable

View course information for previous years.


This course provides a set of generic concepts and skills for negotiation and resolving interpersonal and inter-group conflicts. Students gain the opportunity to work with theory, skills and processes of negotiation relevant to a wide range of contexts: commercial; organisational; community; political and public policy; legal; and industrial relations. This course will provide an analytical understanding of negotiations, including negotiation planning, strategy and tactics, as well as the development of the practical skills necessary for implementation of this knowledge. Students will gain these practical skills through participation in negotiation seminars. The seminar programme is made up of negotiation role play exercises which develop in complexity as the course progresses.
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