| Area: | School of Management |
| Credits: | 25.0 |
| Contact Hours: | 3.0 |
| Seminar: | 1 x 3 Hours Weekly |
| Prerequisite(s): | 11217 (v.2) Industrial Relations (Australian) 560 or any previous version
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| Syllabus: | Negotiation and advocacy. Drafting logs of claims, techniques and problems. Theories of the negotiation process/behaviour - formulation of strategy. Practical exercises and case studies. Procedure in conciliation hearings. Evidence and procedure in arbitration. Enforcement of awards. Techniques of advocacy. |
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| Unit Outcomes: | On successful completion of this unit, students will have - A theoretical and practical understanding of negotiation. A theoretical and practical understanding of advocacy. Knowledge of the practical skills needed in negotiation and advocacy in an industrial and business situation. |
| Text and references listed above are for your information only and current as of September 30, 2003. Please check with the unit coordinator for up-to-date information. |
| Unit References: | No prescribed references. |
| Unit Texts: | Lewicki, R. Saunders, D. and Minton, J., (1997), Essentials of Negotiation. 3rd ed. Boston, Irwin McGraw Hill. Holdsworth, W. Advocacy and Negotiation in Industrial Relations. Sydney, The Law Book Company. (may not be immediately available). |
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| Unit Assessment Breakdown: | Advocacy preparation and role play 20%. Analysis of Industrial Relations tribunal case 30%. Essay 30%. Negotiation preparation and role play 20%. This is by grade/mark assessment. |
| Year | Location | Period | Internal | Area External | Central External | | 2004 | Bentley Campus | Semester 1 | Y | | | | 2004 | Bentley Campus | Semester 2 | Y | | | |
