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2015 Unit of Study

The session(s) below are for 2015. For Summer School 2015 unit of study availability please visit the Summer School website (main Summer session January/February 2016).

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

Business Negotiations
UoS Code IBUS6018
Credit points 6
Offered Semester 1 and Semester 2
Prerequisites None
Corequisites
Prohibitions
Assumed Knowledge
Additional Information 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.
Lectures 1x 3 hour seminar per week
Assessment In-class exercises (33%), assignment (33%), and final exam (34%)
Description This course is aimed at making you feel more comfortable and confident with the negotiation process. The course is taught as a `flipped classroom¿, meaning that the content of the course is primarily taught outside of class, through brief written lectures, and class time is used to assimilate that knowledge through at least a dozen marked role-play negotiations, debriefs of those negotiations, problem-solving workshops and international negotiation case study analysis. You will also be taught how to develop your own negotiation strategies and tactics using a combination of multiple psychological, economic and legal concepts from the course.