This unit examines the process of reaching agreement through negotiation. Students develop an understanding of negotiation through practical exploration of competition and cooperation, strategic choice, the dynamics of phases and the processes of interaction. The emphasis is on developing a considered strategic approach which has application in business and other contexts. A high degree of participation is required. -- Course Website
Prerequisites: MGMT5501 Organisational Behaviour and three of ACCT5602 Accounting (formerly MGMT8502 Accounting); ECON5503 Economic Management and Strategy (formerly MGMT8503 Economic Management and Strategy); MGMT5504 Data Analysis and Decision Making; MGMT5505 Interna
