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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
Assumed Knowledge
Additional Information
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.