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Unit outline_

IBUS3107: Business Negotiations

Semester 2, 2020 [Block mode] - Camperdown/Darlington, Sydney

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.

Unit details and rules

Academic unit Strategy, Innovation and Entrepreneurship
Credit points 6
Prerequisites
? 
Completion of at least 48 credit points
Corequisites
? 
None
Prohibitions
? 
None
Assumed knowledge
? 

None

Available to study abroad and exchange students

Yes

Teaching staff

Coordinator Dan Lovallo, dan.lovallo@sydney.edu.au
Type Description Weight Due Length
Assignment group assignment Negotiator's handbook
Written task
25% Week 10 10 pages
Outcomes assessed: LO2 LO3 LO5 LO6 LO7
Assignment Written assignment
Written task
25% Week 12 3 pages
Outcomes assessed: LO1 LO2 LO3 LO5 LO6 LO7
Small continuous assessment In-class exercises
n/a
50% Weekly n/a
Outcomes assessed: LO1 LO7 LO6 LO5 LO4 LO3 LO2
group assignment = group assignment ?

Assessment summary

  • In-class exercises: The in-class negotiations will require you to read, prepare and negotiate cases against other students in the class. The cases are proprietary and are generally based on real-world negotiation scenarios. Throughout the semester, you will be given the opportunity to negotiate in different roles, for example, as a buyer, seller, mediator, etc.
  • Negotiator’s handbook: For this group assignment, you will submit a negotiator’s handbook that will act as a quick reference guide for your group members to refer to during negotiations when you need to quickly devise a strategy or ascertain available options.
  • Written assignment: Written assignment: The written assignment will test your mastery of the key content areas of this course including negotiations and the decision making that underlies it. Your task is to either reflect on your own negotiation skills including how you will use “nudges” or “bias busters” to improve yourself, or to use your learnings from the course to improve others negotiations and decision making including non-profit organisations, governments or business.

Detailed information for each assessment can be found on Canvas.

Assessment criteria

The University awards common result grades, set out in the Coursework Policy 2014 (Schedule 1).

As a general guide, a high distinction indicates work of an exceptional standard, a distinction a very high standard, a credit a good standard, and a pass an acceptable standard.

Result name

Mark range

Description

High distinction

85 - 100

Awarded when you demonstrate the learning outcomes for the unit at an exceptional standard, as defined by grade descriptors or exemplars outlined by your faculty or school. 

Distinction

75 - 84

Awarded when you demonstrate the learning outcomes for the unit at a very high standard, as defined by grade descriptors or exemplars outlined by your faculty or school.

Credit

65 - 74

Awarded when you demonstrate the learning outcomes for the unit at a good standard, as defined by grade descriptors or exemplars outlined by your faculty or school.

Pass

50 - 64

Awarded when you demonstrate the learning outcomes for the unit at an acceptable standard, as defined by grade descriptors or exemplars outlined by your faculty or school. 

Fail

0 - 49

When you don’t meet the learning outcomes of the unit to a satisfactory standard.

For more information see guide to grades.

Late submission

In accordance with University policy, these penalties apply when written work is submitted after 11:59pm on the due date:

  • Deduction of 5% of the maximum mark for each calendar day after the due date.
  • After ten calendar days late, a mark of zero will be awarded.

Academic integrity

The Current Student website provides information on academic integrity and the resources available to all students. The University expects students and staff to act ethically and honestly and will treat all allegations of academic integrity breaches seriously.

We use similarity detection software to detect potential instances of plagiarism or other forms of academic integrity breach. If such matches indicate evidence of plagiarism or other forms of academic integrity breaches, your teacher is required to report your work for further investigation.

Use of generative artificial intelligence (AI) and automated writing tools

You may only use generative AI and automated writing tools in assessment tasks if you are permitted to by your unit coordinator. If you do use these tools, you must acknowledge this in your work, either in a footnote or an acknowledgement section. The assessment instructions or unit outline will give guidance of the types of tools that are permitted and how the tools should be used.

Your final submitted work must be your own, original work. You must acknowledge any use of generative AI tools that have been used in the assessment, and any material that forms part of your submission must be appropriately referenced. For guidance on how to acknowledge the use of AI, please refer to the AI in Education Canvas site.

The unapproved use of these tools or unacknowledged use will be considered a breach of the Academic Integrity Policy and penalties may apply.

Studiosity is permitted unless otherwise indicated by the unit coordinator. The use of this service must be acknowledged in your submission as detailed on the Learning Hub’s Canvas page.

Outside assessment tasks, generative AI tools may be used to support your learning. The AI in Education Canvas site contains a number of productive ways that students are using AI to improve their learning.

Simple extensions

If you encounter a problem submitting your work on time, you may be able to apply for an extension of five calendar days through a simple extension.  The application process will be different depending on the type of assessment and extensions cannot be granted for some assessment types like exams.

Special consideration

If exceptional circumstances mean you can’t complete an assessment, you need consideration for a longer period of time, or if you have essential commitments which impact your performance in an assessment, you may be eligible for special consideration or special arrangements.

Special consideration applications will not be affected by a simple extension application.

Using AI responsibly

Co-created with students, AI in Education includes lots of helpful examples of how students use generative AI tools to support their learning. It explains how generative AI works, the different tools available and how to use them responsibly and productively.

WK Topic Learning activity Learning outcomes
Week 01 Negotiation dynamics Lecture and tutorial (3 hr)  
Week 02 Negotiation preparation and procedure Lecture and tutorial (3 hr)  
Week 03 Evaluative techniques and economic models Lecture and tutorial (3 hr)  
Week 04 The psychology of influence Lecture and tutorial (3 hr)  
Week 05 Cognitive biases, effects, heuristics and errors Lecture and tutorial (3 hr)  
Week 06 The psychology of group dynamics Lecture and tutorial (3 hr)  
Week 07 Principles of logic and creativity Lecture and tutorial (3 hr)  
Week 08 Parachutes, problems and tricks Lecture and tutorial (3 hr)  
Week 09 Culture, human nature and individual difference Lecture and tutorial (3 hr)  
Week 10 Enforcement mechanisms Lecture and tutorial (3 hr)  
Week 11 Practical ethics, lie detection and the law Lecture and tutorial (3 hr)  
Week 12 Alternative dispute resolution and agency Lecture and tutorial (3 hr)  
Week 13 Conflict Lecture and tutorial (3 hr)  

Attendance and class requirements

Lecture recording: All lectures and seminars are recorded and will be available on Canvas for student use. Please note the Business School does not own the system and cannot guarantee that the system will operate or that every class will be recorded. Students should ensure they attend and participate in all classes.

Study commitment

Typically, there is a minimum expectation of 1.5-2 hours of student effort per week per credit point for units of study offered over a full semester. For a 6 credit point unit, this equates to roughly 120-150 hours of student effort in total.

Required readings

Required textbook:

  • Rares, Quintin (2012) “Negotiation: Science and Practice”

Optional book:

  • Kahneman, Daniel (2011) “Thinking, Fast and Slow”

Learning outcomes are what students know, understand and are able to do on completion of a unit of study. They are aligned with the University's graduate qualities and are assessed as part of the curriculum.

At the completion of this unit, you should be able to:

  • LO1. Apply the underlying theories, concepts, assumptions and arguments to better your negotiation strategy and result.
  • LO2. Conceptualise the links between strategic, tactical and operational perspectives in problem solving and decision making.
  • LO3. Analyse the central concepts in negotiation and use this knowledge to systematically understand and evaluate the negotiation process.
  • LO4. Conceptualise realistic international business simulations and evaluate the costs and benefits of alternative strategies and tactics and apply these strategies.
  • LO5. Identify systematic biases in the judgment of decision makers, and relate this to your own behaviour in negotiating with the view to improving negotiation practice.
  • LO6. Identify systematic biases in the judgment of negotiators, and relate this to your own behaviour in negotiating with the view to improving negotiation practices, and how the perception of fairness affects negotiations.
  • LO7. Understand the way in which emotions, relationships, and the perceptions of fairness affect negotiation and consider the broader ethical implications of various negotiation tactics.

Graduate qualities

The graduate qualities are the qualities and skills that all University of Sydney graduates must demonstrate on successful completion of an award course. As a future Sydney graduate, the set of qualities have been designed to equip you for the contemporary world.

GQ1 Depth of disciplinary expertise

Deep disciplinary expertise is the ability to integrate and rigorously apply knowledge, understanding and skills of a recognised discipline defined by scholarly activity, as well as familiarity with evolving practice of the discipline.

GQ2 Critical thinking and problem solving

Critical thinking and problem solving are the questioning of ideas, evidence and assumptions in order to propose and evaluate hypotheses or alternative arguments before formulating a conclusion or a solution to an identified problem.

GQ3 Oral and written communication

Effective communication, in both oral and written form, is the clear exchange of meaning in a manner that is appropriate to audience and context.

GQ4 Information and digital literacy

Information and digital literacy is the ability to locate, interpret, evaluate, manage, adapt, integrate, create and convey information using appropriate resources, tools and strategies.

GQ5 Inventiveness

Generating novel ideas and solutions.

GQ6 Cultural competence

Cultural Competence is the ability to actively, ethically, respectfully, and successfully engage across and between cultures. In the Australian context, this includes and celebrates Aboriginal and Torres Strait Islander cultures, knowledge systems, and a mature understanding of contemporary issues.

GQ7 Interdisciplinary effectiveness

Interdisciplinary effectiveness is the integration and synthesis of multiple viewpoints and practices, working effectively across disciplinary boundaries.

GQ8 Integrated professional, ethical, and personal identity

An integrated professional, ethical and personal identity is understanding the interaction between one’s personal and professional selves in an ethical context.

GQ9 Influence

Engaging others in a process, idea or vision.

Outcome map

Learning outcomes Graduate qualities
GQ1 GQ2 GQ3 GQ4 GQ5 GQ6 GQ7 GQ8 GQ9

This section outlines changes made to this unit following staff and student reviews.

Exam requirements modified.

Disclaimer

The University reserves the right to amend units of study or no longer offer certain units, including where there are low enrolment numbers.

To help you understand common terms that we use at the University, we offer an online glossary.