This elective course is designed to provide students with the skills needed to negotiate effectively in the international business environment. It introduces general negotiation theory and specific strategic methodologies useful in the rapidly shifting environment of international business. It develops these strategic themes and aims to help students identify and respond to unprincipled tactics, while gaining confidence in employing principled tactics when negotiating with particularly uncooperative or hostile parties in difficult environments. Particular emphasis is given to the range of diverse communication and negotiation techniques required to meet the cross-cultural challenges of contemporary regional and global markets.  

Upon successful completion of the requirements for this course, students will be able to:

• articulate the core ideas of principled negotiation and illlustrate their application in negotiation for mutual benefit;
• explain and illustrate different negotiation and decision-making strategies;
• explain and illustrate hostile and difficult negotiation tactics and strategies for dealing with them;
• explain how  bargaining can include joint problem solving, and collaborative exploration of options and facts material to a negotiation; 
• make considered judgments about a best alternative to a negotiated agreement (BATNA), and a zone of possible agreement (ZoPA);
• identify personal strengths and weaknesses in a negotiation setting; and,
• comment on cultural differences in negotiation styles.

simulations and case study exercises 30%

Individual written assignment 30%

tests and examinations 40%

36 hours coursework (seminars, lectures, tutorials, simulations as appropriate) plus 72 hours private study.

Admission to an undergraduate degree at ANU.

None.

Texts and reading to support the course may include:

Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William L. Ury and Bruce Patton
Negotiation Analysis: The Science and Art of Collaborative Decision Making by Howard Raiffa, John Richardson and David Metcalfe
Mind and Heart of the Negotiator, The (5th Edition) by Leigh L. Thompson (Aug 4, 2011)