Course Title: Negotiation and Advocacy Skills

Part A: Course Overview

Course Title: Negotiation and Advocacy Skills

Credit Points: 12

Course Code




Learning Mode

Teaching Period(s)


City Campus


630H Management


Sem 1 2006,
Sem 1 2007,
Sem 1 2009,
Sem 1 2010,
Sem 1 2011,
Sem 1 2012,
Sem 1 2013,
Sem 1 2014,
Sem 1 2015,
Sem 1 2016,
Sem 1 2017

Course Coordinator: Dr Annie Delaney

Course Coordinator Phone: +61 3 9925 5741

Course Coordinator Email:

Course Coordinator Location: 80.09.72

Course Coordinator Availability: via email

Pre-requisite Courses and Assumed Knowledge and Capabilities


Course Description

This course will provide you with an understanding of the role of negotiation as a basic skill of IR/HR practitioners. You will be introduced to the practices and processes of negotiation and advocacy used in Australian industrial relations, building on your understanding of the Australian Industrial Relations system and a broader application and use of negotiation in the workplace. The nature and processes of negotiation and advocacy will be examined, with an emphasis being placed on skill development and practice.

This course includes a Work Integrated Learning (WIL) experience in which your knowledge and skills will be applied and assessed in a real or simulated workplace context and where feedback from industry and/or community is integral to your experience.

Objectives/Learning Outcomes/Capability Development


On the successful completion of this course you will be able to: 

  1. Identify and analyse internal and external factors which affect negotiations.
  2. Identify and analyse legal, social and ethical parameters within which the parties in industrial relations negotiate issues;
  3. Demonstrate an understanding of the role and processes of advocacy in industrial relations;
  4. Analyse how legislation and legislative change affect negotiation and advocacy;
  5. Apply knowledge and basic skills developed to your own negotiation and advocacy practice.

Overview of Learning Activities

This course involves an interactive, experiential learning environment to enable you to develop practical knowledge and skills of industrial relations negotiation. Learning in this course will develop through seminars, role-plays, simulations, and use of audio-visual materials. The emphasis in this class is on both individual and group participation. As knowledge is developed formatively you need to attend all classes to confidently develop your skills.

It should be noted that the lecturer must be notified of any planned absences for the following weeks, preferably in enough time to enable rearrangement of activities that will not disadvantage other students:

  • negotiation simulations: weeks 2-6
  • the group research project: weeks 7-11

Overview of Learning Resources

There is no prescribed text for this course.

Various learning resources are available online through myRMIT/Blackboard. In addition to topic notes; assessment details and a study schedule you may also be provided with links to relevant online information; readings; audio and video clips and communication tools to facilitate collaboration with your peers and to share information.

Resources are also available online through RMIT Library databases and other facilities. If you require assistance with the RMIT library facilities contact the Business Liaison Librarian for your school. Contact details for Business Liaison Librarians are located online on the RMIT Library website.

Additional resources and/or sources to assist your learning will be identified by your course coordinator will be made available to you as required during the teaching period.

Overview of Assessment

The assessment alignment list below shows the assessment tasks against the learning outcomes they develop.

Assessment Task 1: 15%
Linked CLOs: 1, 2

Assessment Task 2: 40%
Linked CLOs: 1, 2, 3, 5

Assessment Task 3: 45%
Linked CLOs: 1, 2, 3, 4, 5

Feedback will be provided throughout the semester in class and/or in online forums through individual and group feedback on practical exercises and by individual consultation.