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. This requires understanding the causes of behaviour as a result of individual differences. 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.

SchoolLa Trobe Business School

Credit points15

Subject Co-ordinatorJasvir Nachatar Singh

Available to Study Abroad/Exchange StudentsNo

Subject year levelYear Level 2 - UG

Available as ElectiveNo

Learning ActivitiesResearch activity, write a strategic plan, negotiation skills, class activities, online research.

Capstone subjectNo

Subject particulars

Subject rules

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


Incompatible subjectsN/A

Equivalent subjectsN/A

Quota Management StrategyN/A

Quota-conditions or rulesN/A

Special conditionsN/A

Minimum credit point requirementN/A

Assumed knowledgeN/A

Career Ready


Work-based learningNo

Self sourced or Uni sourcedN/A

Entire subject or partial subjectN/A

Total hours/days requiredN/A

Location of WBL activity (region)N/A

WBL addtional requirementsN/A

Graduate capabilities & intended learning outcomes

Graduate Capabilities

COMMUNICATION - Communicating and Influencing
COMMUNICATION - Cultural Intelligence and Global Perspective
INQUIRY AND ANALYSIS - Creativity and Innovation
INQUIRY AND ANALYSIS - Critical Thinking and Problem Solving
INQUIRY AND ANALYSIS - Research and Evidence-Based Inquiry
PERSONAL AND PROFESSIONAL - Adaptability and Self-Management
PERSONAL AND PROFESSIONAL - Ethical and Social Responsibility
PERSONAL AND PROFESSIONAL - Leadership and Teamwork

Intended Learning Outcomes

01. Research who the stakeholders to a negotiation are, and what they want to achieve through the negotiation.
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.
03. Improve your ability to analyse the negotiation situation and develop a strategic plan to improve your ability to negotiate effectively.
04. Negotiate amendments, support and resources for an innovative solution to a business or social challenge within a corporation or diverse community.
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.
06. Utilise digital technologies to identify and source information on stakeholders in the negotiation process.

Subject options

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Start date between: and    Key dates

Melbourne (Bundoora), 2021, Semester 2, Blended


Online enrolmentYes

Maximum enrolment sizeN/A

Subject Instance Co-ordinatorJasvir Nachatar Singh

Class requirements

LectureWeek: 31 - 43
Twelve 1.00 hour lecture per study period on weekdays during the day from week 31 to week 43 and delivered via online.
This is a semi-block mode subject with Lectures to be delivered in Weeks 32, 34, 36, 38, 41 and 43.

WorkShopWeek: 31 - 43
Twelve 2.00 hours workshop per study period on weekdays during the day from week 31 to week 43 and delivered via face-to-face.
This is a semi-block mode subject with PBL classes to be delivered in Weeks 32, 34, 36, 38, 41 and 43.


Assessment elementCommentsCategoryContributionHurdle% ILO*

Individual 1,000-word Strategic Negotiating Plan

N/AOtherIndividualNo30 SILO1, SILO3, SILO5, SILO6

Group Negotiation Simulation (3-person group; 1,000-word equivalent) 3-person group; 1,000-word equivalent

N/AOtherGroupNo30 SILO4

Individual 2,000-word Evaluation Paper

N/AOther written examIndividualNo40 SILO2