Credit Points 10

Legacy Code 301105

Coordinator Anthony Butera Opens in new window

Description Construction and Property development is the most complex activity in the Australian economy. There are many professional groups involved in the sector. This subject will train students in the negotiation skills required to successfully complete projects from the perspective of a construction manager, building surveyor, planner, civil engineer, construction lawyer and property developer.

School Eng, Design & Built Env

Discipline Building, Not Elsewhere Classified.

Student Contribution Band HECS Band 2 10cp

Check your fees via the Fees page.

Level Undergraduate Level 3 subject

Equivalent Subjects BLDG 2009 - Decision Making for Construction Professionals

Learning Outcomes

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

1. appreciate the importance of negotiation in the built environment
2. identify common problems that frustrate a successful negotiation outcome
3. explore the common negotiation styles of stakeholders
4. investigate the alternatives to direct negotiation
5. understand the deficiencies of distributive bargaining; eg. "Split-the-difference"
6. apply integrative negotiation strategies

Subject Content

1. The value of negotiation
2. Negotiation flaws
3. Negotiation styles
4. Mediation
5. Distributive agreements
6. Integrative agreements