Negotiation and Advocacy

Course code IRHR3040Units 10Level 3000Faculty of Business and LawNewcastle Business School

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.

Available in 2015

Callaghan CampusSemester 2
Previously offered in 2014
ObjectivesOn successful completion of this course you will be able to:
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.
ContentThe 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
Replacing Course(s)NA
Industrial Experience0
Assumed KnowledgeIRHR2010 Introduction to Industrial Relations
Modes of DeliveryInternal Mode
Teaching MethodsLecture
Assessment Items
Essays / Written AssignmentsArgumentative essay, Negotiation Plan and Research Dossier, Reflective Essay
Examination: Take Home
Contact HoursWorkshop: for 3 hour(s) per Week for Full Term
Timetables2015 Course Timetables for IRHR3040