1 Semester

36 hours of contact in weekly or block mode

Hawthorn

Nil

Nil

Credit Points: 12.5 Credit Points

Related Course/s:

A unit in the Master of Entrepreneurship and Innovation suite.

Aims & Objectives:

• Principles of networking
• Benefits of forming strategic relationships
• How to identify and create a network alliance strategy
• Protecting your Intellectual Property (IP) and managing the process
• Negotiating a negotiable agreement

Teaching Methods:

Lectures, Group exercises, Individual and Group Assignments

Assessment:

Individual Case Analysis/ Assignments 60%,Group Assignment 40%

Generic Skills Outcomes:

• An understanding of the importance and contribution of networking.
• An appreciation of the different forms of strategic relationships and their risks and rewards.
• An improved awareness and understanding of their current negotiation approach.
• A coherent and comprehensive theoretical framework for understanding the process of negotiation.
• A versatile and systematic model for preparation for negotiation.
• A concise checklist for setting goals and evaluating success in negotiation.
• Best practice strategic guidelines for getting results in negotiation.
• Improved communication techniques for implementing negotiation strategies.
• An enhanced ability to deal with difficult negotiation counterparts.
• A model for understanding the source of all behaviour – including conflict in negotiation – and the internal tension that affects each party's negotiation behaviour.
• An understanding of how internal balance ('compassionate strength') can be maintained or regained during difficult negotiations.
• A set of powerful tools for moving beyond deadlock situations.

Content:

• Networking techniques
• Forms of strategic relationships and their management issues
• Forms of negotiation and processes for generating a negotiable outcome

Textbooks:

Recommended Reading:

References: