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Unit of study_

Business Negotiations - IBUS3107

Year - 2018

The purpose of this unit is to build students' understanding of the theory of negotiation as it is practised in a variety of strategic settings. The aim is to build students' confidence with the negotiation process. The unit is relevant to the broad spectrum of negotiation problems that are faced by managers and specific examples from international strategy such as M and 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. This unit requires participation in a number of negotiations. Preparation for these negotiations, which are a large part of the final grade, requires time-pressured reading of material in class.

Classes
1x 1.5hr lecture and 1x 1.5hr tutorial per week

Assessment
In-class exercises (50%), written assignment (10%), exam (25%), writing a ten page negotiator's handbook (15%)

Additional information
This unit will require student's 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.

Pre-requisites

48 credit points of units

Details

Faculty: Business (Business School)

Semester 1

05 Mar 2018

Department/School: International Business
Study Mode: Normal (lecture/lab/tutorial) day
Census Date: 31 Mar 2018
Unit of study level: Senior
Credit points: 6.0
EFTSL: 0.125
Available for study abroad and exchange: Yes
Faculty/department permission required? No
Location
Camperdown
Faculty: Business (Business School)

Semester 2

30 Jul 2018

Department/School: International Business
Study Mode: Normal (lecture/lab/tutorial) day
Census Date: 31 Aug 2018
Unit of study level: Senior
Credit points: 6.0
EFTSL: 0.125
Available for study abroad and exchange: Yes
Faculty/department permission required? No
Location
Camperdown
Courses that offer this unit

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