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.
|Offered||Semester 1 and Semester 2|
|Lectures||1x 3 hour seminar per week|
|Assessment||In-class exercises (33%), assignment (33%), and final exam (34%)|
|Description||The purpose of this unit is to assist students to understand the theory of negotiation as it is practiced in a variety of strategic settings. The aim is to help students feel more comfortable and confident with the negotiation process. The unit is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers and specific examples from international strategy such as M&A and joint ventures are used. The unit provides participants with an opportunity to develop skills experientially and to understand negotiation in useful analytic frameworks. Considerable emphasis is placed on role-playing exercises and case studies. Note: this unit requires participation in a number of negotiations. Preparation for these negotiations, which are a large part of the grade, will require time-pressured reading of material in class.|