Negotiation and Advocacy

10 Units

While theoretically informed, this course is very practically oriented with a large workshop component interwoven with the lectures and audio-visual presentations. Students will be expected to develop competencies in both negotiation and advocacy within the context of business environments and employment relations law and practice. Unfair dismissal law and tribunal procedure will form the basis for the advocacy component which will culminate in a number of mock arbitrations to assess students’ advocacy competencies. Students attain competencies which will enhance their capacity to be effective business negotiators and presenters in a broader business and employment relations context.

Faculty Faculty of Business and Law
School Newcastle Business School
Availability Trimester 2 - 2014 (Newcastle City Precinct)
Trimester 2 - 2015 (Newcastle City Precinct)
Trimester 2 - 2015 (WebLearn GradSchool)

On successful completion of this course, students will be able to:

  1. Define negotiation and advocacy and explain their key components and phases;
  2. Confidently and effectively conduct negotiations in a business/workplace environment that result in successful outcomes;
  3. Measure their own development of negotiation and advocacy competencies and demonstrate their recognition of the factors that enable and sustain such competencies.
  4. Prepare and persuasively argue a case within the applicable legislative framework.

The content in this course includes but is not limited to the following topics:

Negotiation * Stages of negotiations * Distributive bargaining * Integrative bargaining * Bargaining strategies/tactics * Resolving deadlocks and grievances

Advocacy * Research and information sources * Institutional background and setting * Unfair dismissal law * Elements of successful advocacy

Replacing Course(s) NA
Transition NA
Industrial Experience 0
Assumed Knowledge GSBS6040 Human Resource Management
Modes of Delivery Internal Mode
Teaching Methods Problem Based Learning
Assessment Items
  • Essays / Written Assignments -
  • Case Scenario/PBL exercises -
Contact Hours
  • Lecture: for 3 hour(s) per Week for Full Term
Compulsory Components None listed
Course Materials None listed
Timetable 2015 Course Timetables for GSBS6100

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