Negotiation and Advocacy
|Course code GSBS6100||Units 10||Level 6000||Faculty of Business and LawNewcastle Business School|
While theoretically informed, this course is very practically oriented with a large workshop component interwoven with the lectures and audio-visual presentations. Students will be expected to develop competencies in both negotiation and advocacy within the context of business environments and employment relations law and practice. Unfair dismissal law and tribunal procedure will form the basis for the advocacy component which will culminate in a number of mock arbitrations to assess students’ advocacy competencies. Students attain competencies which will enhance their capacity to be effective business negotiators and presenters in a broader business and employment relations context.
Available in 2014
|Objectives||On successful completion of this course, students will be able to: |
1. Define negotiation and advocacy and explain their key components and phases;
2. Confidently and effectively conduct negotiations in a business/workplace environment that result in successful outcomes;
3. Measure their own development of negotiation and advocacy competencies and demonstrate their recognition of the factors that enable and sustain such competencies.
4. Prepare and persuasively argue a case within the applicable legislative framework.
|Content||The content in this course includes but is not limited to the following topics:|
• Stages of negotiations
• Distributive bargaining
• Integrative bargaining
• Bargaining strategies/tactics
• Resolving deadlocks and grievances
• Research and information sources
• Institutional background and setting
• Unfair dismissal law
• Elements of successful advocacy
|Assumed Knowledge||GSBS6040 Human Resource Management|
|Modes of Delivery||Internal Mode|
|Teaching Methods||Problem Based Learning|
|Contact Hours||Lecture: for 3 hour(s) per Week for Full Term|
|Timetables||2014 Course Timetables for GSBS6100|