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Unit of Study

Business Negotiations
UoS Code IBUS6018
Credit points 6
Offered Semester 2
Prerequisites None
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%), 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.