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This unit aims to help students develop the skills necessary to become proficient negotiators in their respective fields of specialisation. The unit will prepare students with the basics concepts and principles of negotiation and then enable students to appreciate the depths of the negotiation process through the study of various types of negotiation, as well as different situations and considerations. The unit covers many important strategies, tools and perspectives related to negotiation process, such as distributive negotiation, integrative negotiation, negotiation process variables, cross-cultural factors, etc. This unit’s emphasis is on developing an understanding of the fundamentals of negotiation.
*EFTSL = Equivalent full-time study load