BUSM 3048 Negotiation, Bargaining and Advocacy

Credit Points 10

Legacy Code 200613

Coordinator Michael Lyons Opens in new window

Description In 'Negotiation, Bargaining and Advocacy' students identify and assess contrasting approaches to negotiation and identify the importance of strategy and judgement in negotiation. Students develop their skills through a team-based online negotiation and a critique of the experience of this negotiation. Through case studies, students examine conciliation, mediation and arbitration with a particular focus on advocacy practice in industrial tribunals. An important theme in the subject is the assessment of the contextual and regulatory factors that shape negotiation, bargaining and advocacy practice. This aspect draws on contemporary debates in these spheres most notably concerning the Australian context.

School Business

Discipline Industrial Relations

Student Contribution Band HECS Band 4 10cp

Check your fees via the Fees page.

Level Undergraduate Level 3 subject

Pre-requisite(s) BUSM 1023

Equivalent Subjects LGYA 9847 - Negotiation Bargaining and Advocacy

Learning Outcomes

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

  1. Critically assess models of negotiation and bargaining and utilise these models to analyse and reflect upon negotiation practice;
  2. Demonstrate the practical skills necessary to participate in negotiation and bargaining;
  3. Evaluate advocacy practice and the processes of third-party dispute intervention;
  4. Assess how contemporary legislative, political and technological contexts affect the processes of negotiation, bargaining and advocacy;
  5. Produce well written and argued material in response to assessment tasks set for the subject.

Subject Content

- Negotiation Overview
- Models of third party Dispute intervention
- Advocacy in third party Dispute intervention
- Advocacy in practice
- Distributive and Integrative Negotiation
- differentiation, exploring options and exchanging offers
- Constituency-based Negotiation
- Models of Negotiation and Bargaining
- power and ethics in Negotiation
- context of Negotiation ? Technology


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
Quiz 15 Questions 30 N Individual
Professional Task 5000 words (weeks 2-10) 30 N Group
Critical Review 1800 words 40 N Individual

Prescribed Texts

  • Ray Fells and Noa Sheer (2020), Effective Negotiation: From Research to Results (4th Edition), Cambridge University Press.

Teaching Periods

WSU Online TRI-1 (2024)

Wsu Online


Subject Contact Michael Lyons Opens in new window

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Autumn (2024)

Parramatta City - Macquarie St


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WSU Online TRI-3 (2024)

Wsu Online


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