Negotiation and Advocacy

Course code GSBS6100Units 10Level 6000Faculty 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

Newcastle City PrecinctTrimester 2
Previously offered in 2013, 2012, 2011, 2009, 2008, 2007, 2006, 2005, 2004
ObjectivesOn 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.
ContentThe content in this course includes but is not limited to the following topics:

Negotiation
• Stages of negotiations
• Distributive bargaining
• Integrative bargaining
• Bargaining strategies/tactics
• Resolving deadlocks and grievances

Advocacy
• Research and information sources
• Institutional background and setting
• Unfair dismissal law
• Elements of successful advocacy
Replacing Course(s)NA
TransitionNA
Industrial Experience0
Assumed KnowledgeGSBS6040 Human Resource Management
Modes of DeliveryInternal Mode
Teaching MethodsProblem Based Learning
Lecture
Practical
Workshop
Assessment Items
Essays / Written Assignments
Case Scenario/PBL exercises
Contact HoursLecture: for 3 hour(s) per Week for Full Term
Timetables2014 Course Timetables for GSBS6100