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MANT343 Negotiation and Dispute Resolution

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.

Paper title Negotiation and Dispute Resolution
Paper code MANT343
Subject Management
EFTS 0.1500
Points 18 points
Teaching period First Semester
Domestic Tuition Fees (NZD) $813.45
International Tuition Fees Tuition Fees for international students are elsewhere on this website.

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Prerequisite
36 200-level points from Commerce Schedule C
Schedule C
Commerce
Notes
Alternatively LAWS 313 or 413 may be taken as a prerequisite or corequisite.
Eligibility
The paper is suitable for students in all Commerce programmes but also for students headed for other occupations in which negotiation and alternative dispute resolution methods are key parts of the role or, indeed, for students who simply want to be able to better represent themselves in negotiation encounters.
Contact
management@otago.ac.nz
Teaching staff
Associate Professor Ian McAndrew
Paper 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.
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.
Textbooks
Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (7th edition), McGraw-Hill Irwin
Course outline
View the course outline MANT 343
Graduate Attributes Emphasised
Lifelong learning, Communication, Ethics, Self-motivation, Teamwork.
View more information about Otago's graduate attributes.
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.

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Timetable

First Semester

Location
Dunedin
Teaching method
This paper is taught On Campus
Learning management system
Blackboard

Lecture

Stream Days Times Weeks
Attend
L1 Monday 14:00-15:50 9-15, 17-22

Tutorial

Stream Days Times Weeks
Attend one stream from
U1 Tuesday 10:00-11:50 11-15
U2 Tuesday 16:00-17:50 11-15
U3 Wednesday 11:00-12:50 11-15

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.

Paper title Negotiation and Dispute Resolution
Paper code MANT343
Subject Management
EFTS 0.1500
Points 18 points
Teaching period First Semester
Domestic Tuition Fees Tuition Fees for 2018 have not yet been set
International Tuition Fees Tuition Fees for international students are elsewhere on this website.

^ Top of page

Prerequisite
36 200-level points from Commerce Schedule C
Schedule C
Commerce
Notes
Alternatively LAWS 313 or 413 may be taken as a prerequisite or corequisite.
Eligibility
The paper is suitable for students in all Commerce programmes but also for students headed for other occupations in which negotiation and alternative dispute resolution methods are key parts of the role or, indeed, for students who simply want to be able to better represent themselves in negotiation encounters.
Contact
management@otago.ac.nz
Teaching staff
Coordinator: Associate Professor Ian McAndrew
Paper 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.
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.
Textbooks
Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (7th edition), McGraw-Hill Irwin
Course outline
View the course outline MANT 343
Graduate Attributes Emphasised
Lifelong learning, Communication, Ethics, Self-motivation, Teamwork.
View more information about Otago's graduate attributes.
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.

^ Top of page

Timetable

First Semester

Location
Dunedin
Teaching method
This paper is taught On Campus
Learning management system
Blackboard

Lecture

Stream Days Times Weeks
Attend
L1 Monday 14:00-15:50 9-13, 15-22

Tutorial

Stream Days Times Weeks
Attend one stream from
U1 Tuesday 10:00-11:50 11-13, 15-16
U2 Tuesday 16:00-17:50 11-13, 15-16
U3 Wednesday 11:00-12:50 11-13, 15-16