Business Negotiations and Decision Making (SMBA6105)


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.

Our courses that offer this unit of study

Further unit of study information


4 hr lecture/workshop and/or full?day participatory lectures/workshops over semester


assignment (10%), group assignment 1 (50%), group assignment 2 (10%), reflective report (30%)

Faculty/department permission required?


Unit of study rules





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.