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 & Decision Making
UoS Code SMBA6105
Credit points 6
Offered Semester 2, Intensive July and Intensive November
Prerequisites None
Corequisites SMBA6001
Prohibitions IBUS6018
Assumed Knowledge
Additional Information MBA primer
Lectures Intensive - 6 sessions over semester
Assessment Class Participation (15%); Simulation - Negotiation Performance (20%); Group Project (30%); Take Home Final Exam (35%)
Description Not every decision in business seems rational to an outside observer; and sometimes, a seemingly irrational decision makes sense when you consider it from a different perspective. This unit of study will equip you with the skills to make sense of business decisions, by understanding the decision-making process with a focus on negotiations. The unit of study is delivered using specific examples from international strategy, such as mergers and acquisitions, and joint ventures. You will develop skills through experience, and learn useful analytic frameworks to further your understanding of negotiation and decision-making.
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