BUSM 7071 Negotiation and Conflict Resolution Management

This is an archived copy of the 2021-2022 catalog. To access the most recent version of the catalog, please visit https://hbook.westernsydney.edu.au.

Credit Points 10

Legacy Code 200796

Coordinator Laurel Jackson Opens in new window

Description Negotiation has become a strategic necessity for many firms wishing to survive and grow in today's increasingly competitive globalised economy. Negotiation and conflict resolution errors can be costly to direct and indirect stakeholders. As such, Negotiation and Conflict Resolution Management will provide theoretical frameworks for students to develop the practical skills needed to manage the negotiation and conflict resolution needs of any organisation. Through the use of role play and simulations, students will be required to analyse corporate data and apply strategies to create a negotiated agreement. It examines negotiation in different contexts including multiparty negotiations. Emphasis is also placed on causes of conflict and how to identify potential indicators, leading to an analysis of the different conflict modes and patterns.

School Business

Discipline Business Management

Student Contribution Band HECS Band 4 10cp

Level Postgraduate Coursework Level 7 subject

Equivalent Subjects LGYA 8695 - Negotiation for Managers LGYA 8696 - Conflict Resolution

Restrictions

Students must be enrolled in 5502 Graduate Certificate in Business Administration, 2755 Master of Business Administration, 2757 Graduate Certificate in Business Administration, 2762 Executive Master of Business Administration.

Learning Outcomes

On successful completion of this subject, students should be able to:

  1. Apply negotiation and conflict resolution theories, including from an employment relations perspective;
  2. Analyse and evaluate how local and international contexts inform negotiation and conflict resolution strategies;
  3. Evaluate and apply conflict resolution strategies in the negotiation process;
  4. Evaluate the role of ethics in the negotiation and conflict resolution process and outcomes;
  5. Identify and assess the risks and potential outcomes of negotiated decisions;
  6. Analyse corporate data and apply negotiation and conflict resolution strategies to create a negotiated agreement.

Subject Content

Negotiation and conflict resolution theory and strategy
Perception and communication
Fundamentals of Industrial Relations
Power and ethics
Relationships
Constituents
Coalitions and teams
Diversity management

Assessment

The following table summarises the standard assessment tasks for this subject. Please note this is a guide only. Assessment tasks are regularly updated, where there is a difference your Learning Guide takes precedence.

Item Length Percent Threshold Individual/Group Task
Reflective journal Individual - Engage in and critically reflect on process and outcomes of minor negotiation exercises Maximum 1,000 words 35 N Individual
Written Essay Group - Case Analysis – Analyse negotiations using theoretical frames Maximum 1,500 words 30 N Group
Practical/ engaged exercise/ role play - Major Negotiation Exercise- Individual plan and group negotiation 500 word plan and 30 minute role play 35 N Both (Individual & Group)

Prescribed Texts

  • Lewicki, RJ, Barry, B. and Saunders, DM. (2010) Negotiation, 6th ed McGraw Hill, New York.
  • Fisher, R. and Ury W (2011) Getting to yes: negotiating agreement without giving in, 3rd ed, Penguin, New York.

Teaching Periods

Structures that include subject