Overview

Like it or not you are a negotiator and communicator. Whether you're a project manager or procurement officer, lawyer, human resource consultant or c-suite executive, whether you're in sales or marking, strategy or business development, whatever your role, whichever your industry, developing an ability to effectively negotiate and communicate with … For more content click the Read More button below. Drawing on ideas first developed at the Harvard Negotiation Project and from a variety of other research perspectives, this unit is designed to rapidly improve participants' ability to negotiate and influence. Adopting an intensive blended learning approach that incorporates lectures, readings, simulation, exercises and discussion, participants will: analyse different negotiating styles; practice utilising a myriad of negotiation and communication strategies and tools; learn how to collaborate, create and claim more value; influence and communicate more effectively (including how to persuasively present); deal with challenge and difficult tactics; and reflect on multi-party and cross-cultural issues.

Offerings

T3-57-MEL-LAWCHM-ON-CAMPUS

Contacts

Chief Examiner(s)

Mr Tom Harber

Learning outcomes

On successful completion of this unit, you should be able to:
1.

Recognise their own and others' negotiating behaviours and their interplay across a range of contexts;

2.

Understand and apply the theory of principled negotiation along with a range of other strategies and methods;

3.

Make negotiation and influence decisions based on conscious, rational, informed choice, from a broad array of available tools;

4.

Demonstrate logical, creative and collaborative skills in generating real-time appropriate responses in a variety of interpersonal contexts;

5.

Communicate with and present to others in way that is clear, efficient, appropriate and ultimately persuasive;

6.

Participate in multi-party and cross-cultural appropriate judgement in these contexts; and

7.

Reflect on and assess their own and others' capabilities and performance, with a view to continuing personal and professional development. This unit is open to cross-faculty Monash enrollment and to those external to Monash wishing to enroll in a single unit (assessed or unassessed). Participants who complete the unit may also be eligible to receive advanced standing for components of PLT programs and/or credit toward industry CPD hours.

Assessment summary

In Class Assessment (contribution, presentation, test): 30%

Negotiation Role Play: 30%

Written Assignment (3000 words): 40%

Availability in areas of study

Project Management and IT, Business and Economics, Social Sciences, Education, Commercial Law, International and Comparative Law
Workplace and Employment Law, Government Law and Regulatory Practice, Media and Communications Law, Dispute Resolution, Environment & Sustainability