Course Description

Course Name

Negotiation and Dispute Resolution

Session: VDNS3122

Hours & Credits

18 Credit Points

Prerequisites & Language Level

36 200-level points from Commerce Schedule C

Taught In English

  • There is no language prerequisite for courses at this language level.


Study of the theory and concepts of negotiation and of mediation as an alternative dispute resolution mechanism, and the development of practical negotiation and mediation skills for application in business and management systems.

Everybody negotiates in business and personal life, so you might as well know how to do it well. It is the basic form of communication and interaction between people in establishing or rearranging relationships, in deciding on a course of action large or small, and in resolving disputes. MANT 343 provides a model to guide negotiation strategy and analysis and uses a sequence of increasingly challenging negotiation exercises to develop negotiation intellect, instincts, strategic thinking and basic skills.

Teaching Arrangements
Lectures most weeks, except these are adjourned during the three weeks in which the major negotiation exercise is conducted. Two-hour tutorials are held in six weeks of the semester. Negotiation assignments are distributed in tutorials, and some negotiation exercises are conducted in tutorials. Attendance at lectures and tutorials is required from the first week of the semester.

Course Structure
Having an understanding of the component parts of a negotiation is essential to analysing a negotiation situation, formulating a strategic approach and implementing strategies and tactics, so the paper begins by investing in an exploration of theories of negotiation and the development of a model to guide you through negotiations. Thereafter, instruction in skills and tactics is integrated with experiential learning through increasingly challenging negotiation exercises.

Learning Outcomes
- An understanding of negotiation theory and practice and the development or enhancement of negotiation skills and instincts
- An understanding and knowledge of alternative dispute resolution techniques
- A capability to confidently represent yourself in negotiation situations

Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (7th edition), McGraw-Hill Irwin

*Course content subject to change