Negotiation and Dispute Resolution
University of Otago
Dunedin, New Zealand
Area of Study
Taught In English
36 200-level points from Commerce Schedule C
Course Level Recommendations
ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.
Recommended U.S. Semester Credits3 - 4
Recommended U.S. Quarter Units4 - 6
Hours & Credits
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.
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.
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.
- 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
Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (7th edition), McGraw-Hill Irwin
Courses and course hours of instruction are subject to change.
Eligibility for courses may be subject to a placement exam and/or pre-requisites.
Some courses may require additional fees.
Credits earned vary according to the policies of the students' home institutions. According to ISA policy and possible visa requirements, students must maintain full-time enrollment status, as determined by their home institutions, for the duration of the program.
Please reference fall and spring course lists as not all courses are taught during both semesters.
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Please note that some courses with locals have recommended prerequisite courses. It is the student's responsibility to consult any recommended prerequisites prior to enrolling in their course.