Available in 2021
Course code



10 units


6000 level

Course handbook


The course focuses on negotiation strategies, styles and skills within a legal context. The course is delivered in and intensive format with blended-learning which enables the theoretical and practical aspects of negotiation to be explored. Students will be introduced to the fundamentals of negotiation through Harvard Negotiation model and given the opportunity to build up their own negotiation capability. Particularly, through multi agent interactive models and case studies, students will practice negotiating with role-playing simulations that cover a range of topics, including difficult situations such as cross-cultural scenarios. In addition, students will focus on legal issues relating to confidentiality, good faith, the enforceability of outcomes and focus on the role of lawyers and experts in negotiation.

Availability2021 Course Timetables

Newcastle City Precinct

  • Trimester 3 - 2021

Learning outcomes

On successful completion of the course students will be able to:

1. Demonstrate advanced and specialised knowledge about negotiation contexts.

2. Evaluate key policy and legal issues surrounding negotiation.

3. Evaluate personal styles and approaches in a bargaining context.

4. Apply advanced and specialised knowledge in managing conflicts and solving practical problem cases.


The content in this course includes the following topics:

  1. The role of lawyers in negotiation
  2. The definition of negotiation
  3. Distributive negotiation and integrative negotiation
  4. Deepening Negotiator Awareness and Skills
  5. Preparing for Negotiation
  6. Factors impacting negotiation: culture, sex, gender and intersectional fluency
  7. Multiparty and Team Negotiations
  8. Legal issues in negotiation


This course is not available to students who have successfully completed GSBS6100.

Assessment items

Participation: Participation

Essay: Research Essay

Journal: Reflective Journal

Contact hours

Newcastle City Precinct


Face to Face On Campus 36 hour(s) per Term Full Term

The University of Newcastle acknowledges the traditional custodians of the lands within our footprint areas: Awabakal, Darkinjung, Biripai, Worimi, Wonnarua, and Eora Nations. We also pay respect to the wisdom of our Elders past and present.