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MANT343 Negotiation and Dispute Resolution

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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 0.15
Points 18 points
Teaching period Not offered in 2021 (On campus)
Domestic Tuition Fees (NZD) $872.70
International Tuition Fees (NZD) $4,405.05

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36 200-level points from Commerce Schedule C
Schedule C
Alternatively LAWS413 may be taken as a prerequisite or corequisite.
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.
Teaching staff

Co-ordinator: 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.
Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (7th edition), McGraw-Hill Irwin
Graduate Attributes Emphasised
Lifelong learning, Communication, Ethics, Self-motivation, Teamwork.
View more information about Otago's graduate attributes.
Learning Outcomes

Upon successful completion of this paper you will have

  • 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
  • The capability to confidently represent yourself in negotiation situations

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Not offered in 2021

Teaching method
This paper is taught On Campus
Learning management system