Negotiation and Advocacy

Course code IRHR3040
Available in 2016
2016 Course Timetables


To address business problems, the key is not just to solve them short term but to employ the most sustainable, workable and productive solutions. This course analyses negotiation, mediation and advocacy from a theoretical basis to practical application. It addresses issues in the immediate workplace and in the wider system of enterprise bargaining, awards, and industrial tribunals. Topics include: the nature and sources of conflict, the skills of negotiation, mediation and advocacy, distributive bargaining and interdependence, planning and strategy, communication and persuasion, power in negotiations, third party intervention and the ethics of negotiation and advocacy. Adopting a problem based learning approach using relevant cases and experiences, the course emphasises the importance of communication as an essential attribute.

Due to the nature of teaching methods, enrolments in this course will be limited to a maximum of 40.



  • Semester 2 - 2016

Learning Outcomes

1. Incorporate and apply both the language and theory underpinning negotiation, mediation and advocacy.

2. Develop and implement the skills required for strategy formulation, planning and research for negotiating and advocacy.

3. Apply and evaluate skills in the practice of negotiating and advocating at the workplace and in contexts relating to workplace employment relations.

4. Engage in effective research and communication processes both individually and collaboratively.

5. Utilise construction, connection and reflection processes to direct negotiation knowledge and application.


The following topics are included in the course:

  1. The nature of negotiation
  2. Concept of Interdependence
  3. Strategy and Tactics in Bargaining
  4. Negotiation Planning
  5. Third Party Interventions
  6. Research techniques in case preparation
  7. Communication and Persuasion
  8. Individual Differences and Ethics
  9. Power and social Structure
  10. Contexts of Advocacy
  11. Planning and Strategy for Advocacy

Assumed Knowledge

IRHR2010 Introduction to Industrial Relations

Assessment Items

Essay: Argumentative Essay

Proposal / Plan: Negotiation Plan and Research Dossier (Group assignment)

Essay: Reflective essay

In Term Test: Take Home Examination

Contact Hours



Face to Face On Campus 3 hour(s) per Week for Full Term