2014 Unit of Study

The session(s) below are for 2014. For Summer School 2014 unit of study availability please visit the Summer School website (main Summer session January/February 2014).

The University of Sydney session calendar shows exact dates for sessions.

Business Negotiations
UoS Code IBUS3107
Credit points 6
Offered Semester 2
Prerequisites 48 credit points
Corequisites
Prohibitions
Assumed Knowledge
Additional Information This unit will require student\\\'s participation in a number of negotiations. Preparation for these negotiations, which are a large part of your grade, will require time-pressured reading of material in class.
Lectures 1x 1.5hr lecture and 1x 1.5hr tutorial per week
Assessment in-class exercises (25%), exam (25%), writing a ten page negotiator\\\'s handbook (25%), and written assignment (25%)
Description The purpose of this course is to help you understand the theory of negotiation as it is practiced in a variety of strategic settings. The aim is to help you feel more comfortable and confident with the negotiation process. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers but we use specific examples from international strategy such as M&A and joint ventures. The course will provide participants with an opportunity to develop skills experientially and to understand negotiation in useful analytic frameworks. Considerable emphasis will be placed on role-playing exercises and case studies. Note: this unit will require your participation in a number of negotiations. Preparation for these negotiations, which are a large part of your grade, will require time-pressured reading of material in class.
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