Business Negotiations (IBUS6018)


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.

Further unit of study information


1x 3 hour seminar per week


In-class exercises (33%), assignment (33%), and final exam (34%)

Faculty/department permission required?


Study this unit outside a degree

Non-award/non-degree study

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.

Cross-institutional study

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.