Business Negotiations (IBUS3107)
UNIT OF STUDY
The purpose of this course is to help you understand the theory of negotiation as it is practiced in a variety of strategic settings. The aim is to help you feel more comfortable and confident with the negotiation process. The course is designed to be relevant to the broad spectrum of negotiation problems that are faced by managers but we use specific examples from international strategy such as M&A and joint ventures. The course will provide participants with an opportunity to develop skills experientially and to understand negotiation in useful analytic frameworks. Considerable emphasis will be placed on role-playing exercises and case studies. Note: this unit will require your participation in a number of negotiations. Preparation for these negotiations, which are a large part of your grade, will require time-pressured reading of material in class.
Our courses that offer this unit of study
- Bachelor of Arts and Bachelor of Economics
- Bachelor of Commerce
- Bachelor of Commerce (Liberal Studies)
- Bachelor of Commerce and Bachelor of Arts
- Bachelor of Commerce and Bachelor of Laws
- Bachelor of Commerce and Bachelor of Science
- Bachelor of Commerce and Doctor of Medicine
- Bachelor of Computer Science and Technology
- Bachelor of Computer Science and Technology (Advanced)
- Bachelor of Design Computing
- Bachelor of Economics
- Bachelor of Economics and Bachelor of Laws
- Bachelor of Economics and Doctor of Medicine
- Bachelor of Health Sciences and Master of Nursing
- Bachelor of Information Technology
- Bachelor of International and Global Studies
Further unit of study information
1x 1.5hr lecture and 1x 1.5hr tutorial per week
in-class exercises (25%), exam (25%), writing a ten page negotiator's handbook (25%), and written assignment (25%)
Faculty/department permission required?
Unit of study rules
Prerequisites and assumed knowledge
48 credit points of units
Study this unit outside a degree
If you wish to undertake one or more units of study (subjects) for your own interest but not towards a degree, you may enrol in single units as a non-award student.
If you are from another Australian tertiary institution you may be permitted to underake cross-institutional study in one or more units of study at the University of Sydney.