MGF5630 Principles of negotiation
Faculty of Business and Economics
MGF5630 Principles of negotiation is a level 5, 6-credit-point, postgraduate unit from the Faculty of Business and Economics, offered in 2025 in Semester 1 at Caulfield. It has no prerequisites.
- Credit points
- 6
- Offered in 2025
- Semester 1
- Caulfield
- Assessment
- No exam
- 1 task
- Workload
- 144 hours
- per semester
This is the 2025 handbook entry. See the 2027 entry.
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Overview
This unit provides an introduction to the principles of negotiation applied to various spheres of conflict and exchange, including work and employment relations, business and commercial conflicts, international trade and diplomacy. As well as providing an overview of key theoretical ideas, the unit draws on a wide range of bargaining exercises and simulations which allow you to place these concepts in practical negotiation situations. Topics include styles of conflict management and negotiation, negotiation strategies and situations, effective and ineffective negotiation tactics, understanding key processes and dynamics in negotiation, judgement and cognitive error in negotiations, multi-party negotiations, and the social context of negotiations.
Offerings in 2025
| Teaching period | Campus | Mode |
|---|---|---|
| First semester | Caulfield | Flexible |
Assessment
- Within semester assessment100%
Learning outcomes
When you finish this unit, you should be able to:
- 1
critically evaluate the common characteristics of conflict in a wide range of exchange relationships
- 2
evaluate theoretical foundations for effective negotiation
- 3
develop practical skills through application of concepts in negotiation exercises
- 4
demonstrate knowledge or skills for crafting sustainable futures for people, organisations, communities, and/or the environment.
Workload and teaching
- Tutorials24 hours
- Teaching approachActive learning
- Teaching approachSimulation or virtual practice
Minimum total expected workload to achieve the learning outcomes for this unit is 144 hours per semester typically comprising a mixture of scheduled learning activities and independent study. Independent study may include associated readings, assessment and preparation for scheduled activities. You are expected to complete all pre-class activities prior to your scheduled class, and post-class activities should be completed after your scheduled class. Learning activities may include a combination of teacher directed, peer directed and online engagement activities.
This unit engages you in actively applying your knowledge, skills and attributes in interactive, collaborative and reflective activities.
This unit allows you to engage in guided, immersive experiences to develop relevant skills, knowledge and attitudes through simulation or virtual practice.
Where it fits
MGF5630 is part of 1 area of study in the 2025 handbook.
Contacts
- Chief Examiners
- Associate Professor Sean Way
Common questions
What are the prerequisites for MGF5630?
MGF5630 has no prerequisites.
When is MGF5630 offered?
In 2025, MGF5630 runs in Semester 1 at Caulfield.
How much work is MGF5630?
The handbook expects about 144 hours of study across the semester. No students have rated its difficulty yet.
Does MGF5630 have an exam?
No. MGF5630 has 1 assessment task and no exam.
Which majors and minors include MGF5630?
MGF5630 is part of Contemporary management.