BLDG 3008 Negotiation in the Built Environment

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


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.

Type Length Percent Threshold Individual/Group Task
Reflection 1,000 words 15 N Individual
Case Study 1,500 words 20 N Individual
Presentation 16 minutes 25 N Group
Report 3,000 words 40 N Individual

Prescribed Texts

  • Fisher, R, Ury, W & Patton, B 2012, Getting to Yes; Negotiating an agreement without giving in, 3rd edn, Arrow Business Books, London.
  • Voss, C & Raz T 2016, Never Split the Difference: Negotiating as if Your Life Depended on it, Harper Business, New York.

Teaching Periods

Autumn (2024)

Penrith (Kingswood)


Subject Contact Anthony Butera Opens in new window

View timetable Opens in new window

Parramatta - Victoria Rd


Subject Contact Anthony Butera Opens in new window

View timetable Opens in new window