EVALUATE AND NEGOTIATE

BUS2ENS

2019

Credit points: 15

Subject outline

Professionals need strong analytic skills to evaluate a range of potential solutions to problems. They also need the ability to negotiate support, resources and the terms on which the solution will be acceptable to a range of diverse stakeholders. You will explore the values, beliefs and personal attributes which define you as an individual, as well as those that define others in your team, and the stakeholders with whom you must negotiate solutions to the problems you are seeking to solve. In this subject you will gain valuable insights into how to be a more effective communicator and negotiator, within a diverse multidisciplinary, multicultural context.

School: La Trobe Business School

Credit points: 15

Subject Co-ordinator: Nicola McNeil

Available to Study Abroad Students: No

Subject year level: Year Level 2 - UG

Exchange Students: No

Subject particulars

Subject rules

Prerequisites: BUS1ADI and enrolled in LBCOM, LZCOMA, LZCIR, LZCOML, LWCOML, LZCOMS, LZCCS, LZCAG, LZCBM. Or with the prior approval of the subject coordinator.

Co-requisites: N/A

Incompatible subjects: N/A

Equivalent subjects: N/A

Special conditions: N/A

Graduate capabilities & intended learning outcomes

01. Research who the stakeholders to a negotiation are, and what they want to achieve through the negotiation.

Activities:: Research activity
Related graduate capabilities and elements:: Inquiry and Analytical Skills(Critical Thinking,Creative Problem-solving,Inquiry/Research); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills)

02. Apply evaluation theory to a range of alternate solutions to business and social challenges and account for potentially competing economic, ethical, social and commercial perspectives in a responsible manner, so as to define your negotiating position.

Activities:: Write and evaluate a range of potential solutions to a business or social challenge
Related graduate capabilities and elements:: Literacies and Communication Skills(Writing,Speaking,Cultural Literacy); Inquiry and Analytical Skills(Critical Thinking,Creative Problem-solving,Inquiry/Research); Inquiry and Analytical Skills(Critical Thinking,Creative Problem-solving,Inquiry/Research)

03. Improve your ability to analyse the negotiation situation and develop a strategic plan to improve your ability to negotiate effectively.

Activities:: Write a strategic plan for a planned negotiation.
Related graduate capabilities and elements:: Literacies and Communication Skills(Writing,Speaking,Cultural Literacy); Inquiry and Analytical Skills(Critical Thinking,Creative Problem-solving,Inquiry/Research); Inquiry and Analytical Skills(Critical Thinking,Creative Problem-solving,Inquiry/Research)

04. Negotiate amendments, support and resources for an innovative solution to a business or social challenge within a corporation or diverse community.

Activities:: Conduct a negotiation with a diverse group of stakeholders.
Related graduate capabilities and elements:: Literacies and Communication Skills(Writing,Speaking,Cultural Literacy); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills)

05. Enhance your ability to understand the values, beliefs, personalities, motivational drivers and negotiating styles of stakeholders in the negotiation process, so as to better predict their behaviour.

Activities:: Class activities.
Related graduate capabilities and elements:: Literacies and Communication Skills(Writing,Speaking,Cultural Literacy); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills); Personal and Professional Skills(Teamwork including leadership and working in groups,Autonomy and independence,Ethical behaviour,Adaptability Skills,Study and Learning Skills)

06. Utilise digital technologies to identify and source information on stakeholders in the negotiation process.

Activities:: Online research.
Related graduate capabilities and elements:: Inquiry and Analytical Skills(Critical Thinking,Creative Problem-solving,Inquiry/Research)

Melbourne, 2019, Winter semester, Blended

Overview

Online enrolment: Yes

Maximum enrolment size: N/A

Enrolment information:

Subject Instance Co-ordinator: Nicola McNeil

Class requirements

LectureWeek: 27 - 28
Six 1.0 hours lecture per study period on weekdays during the day from week 27 to week 28 and delivered via blended.
"The Lectures will be held on 1, 2, 3, 4, 5 and 12 July 2019."

Problem Based LearningWeek: 27 - 28
Twelve 2.0 hours problem based learning per study period on weekdays during the day from week 27 to week 28 and delivered via blended.
"PBLs will be held on 1, 2, 3, 4, 5 and 12 July 2019."

Assessments

Assessment element	Comments	%	ILO*
Individual 1,000-word Strategic Negotiating Plan		30	01, 03, 05, 06
Group Negotiation Simulation (3-person group; 1,000-word equivalent)	3-person group; 1,000-word equivalent	30	04
Individual 2,000-word Evaluation Paper		40	02

Melbourne, 2019, Semester 2, Blended