Course Title: Negotiation and Mediation

Part A: Course Overview

Course Title: Negotiation and Mediation

Credit Points: 12

Course Code




Learning Mode

Teaching Period(s)


City Campus


630H Management


Sem 1 2006,
Sem 1 2007

Course Coordinator: Associate Professor Sandra Jones

Course Coordinator Phone: +61 3

Course Coordinator

Pre-requisite Courses and Assumed Knowledge and Capabilities

Industrial Relations A

Course Description

The course seeks to develop the knowledge and skill capabilities required of specialist practitioners and managers for successful negotiations. It aims to assist you to identify your underlying values and assumptions. It also aims to assist you to recognise ethical issues associated with negotiation.

You will be encouraged to integrate the capabilities gained in other courses with your practical experience to develop creative approaches to negotiation and mediation in a business environment. By developing an understanding of many of the capabilities underlying effective negotiations and mediations the course aims to provide you with the competencies to continue learning throughout their life with the ability to adjust these as required for any cultural setting in the globally relevant business world.

Objectives/Learning Outcomes/Capability Development


Learning outcomes
As a successful participant in this course, you will be able to:
1. Assess the theory of successful negotiation and mediation to improve your practice
2. Choose between various strategies and tactics required for successful negotiation
3. Use reflection to improve negotiation and mediation skills
4. Assess the influence of international and cultural perspectives on negotiation and mediation
5. Assess the influence of the virtual environment on negotiation and mediation

Overview of Learning Activities

The course has been designed as a student-centred education experience in which the lecturer and students share their conceptual knowledge and reflect upon the outcomes of various experiential exercises. These exercises have been constructed to parallel real-world activities and will cover a range of topics likely to be encountered by managers and practitioners. You will be encouraged to be creative and experiment with various styles of negotiation through these experiential exercises.

Overview of Learning Resources

There is no prescribed text for this course. A list of indicative readings will be provided to assist you. You should also keep up to date with current discussion on negotiations and mediation changes and challenges through current journal publications.

The DLS will be used to communicate with you, to enable you to communicate with fellow students and as a tool for learning through Discussion Boards

Overview of Assessment

The assessment has been devised to develop your critical and analytical skills, as you reflect upon and become aware of the influence of various underlying personal values, assumptions, and ethical standards of parties to negotiations. It may include on-line participation, written papers, and a group presentation.