MANAGEMT 7046 - Negotiation Skills
North Terrace Campus - Trimester 2 - 2014
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General Course Information
Course Details
Course Code MANAGEMT 7046 Course Negotiation Skills Coordinating Unit Adelaide 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 Assessment Exam/assignments/tests/tutorial work as prescribed at first lecture Course Staff
Course Coordinator: Mr David Pender
Name: David Pender
Telephone: 0408804490
email: david.pender@adelaide.edu.au
Course Website:
My name is David Pender. I am a management practitioner and an adjunct senior lecturer at the 成人大片 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 成人大片 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 .
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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 materialsRecommended 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 成人大片’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.
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Assessment
The University's policy on Assessment for Coursework Programs is based on the following four principles:
- Assessment must encourage and reinforce learning.
- Assessment must enable robust and fair judgements about student performance.
- Assessment practices must be fair and equitable to students and give them the opportunity to demonstrate what they have learned.
- 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 .
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Student Feedback
The University places a high priority on approaches to learning and teaching that enhance the student experience. Feedback is sought from students in a variety of ways including on-going engagement with staff, the use of online discussion boards and the use of Student Experience of Learning and Teaching (SELT) surveys as well as GOS surveys and Program reviews.
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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