Outline

Overview

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	Negotiator's handbook Written task	25%	Week 10	10 pages
Outcomes assessed:
Assignment	Written assignment Written task	25%	Week 12	3 pages
Outcomes assessed:
Small continuous assessment	In-class exercises n/a	50%	Weekly	n/a
Outcomes assessed:
= 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.

Learning support

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.

Weekly schedule

WK	Topic	Learning activity
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

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.

Outcomes
Graduate qualities

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
Learning outcomes

Responding to student feedback

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

Exam requirements modified.

Additional information

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.

Current students

Overview

Overview

Unit details and rules

Teaching staff

Assessment

Assessment

Assessment summary

Assessment criteria

Late submission

Academic integrity

Learning support

Learning support

Simple extensions

Special consideration

Using AI responsibly

Weekly schedule

Weekly schedule

Attendance and class requirements

Study commitment

Required readings

Learning outcomes

Learning outcomes

Graduate qualities

Outcome map

Responding to student feedback

Responding to student feedback

Additional information

Additional information

Disclaimer

On this page

Useful links

Media

Student links

About us

Connect

Current students

IBUS3107: Business Negotiations

Semester 2, 2021 [Normal day] - Remote

Overview

Overview

Unit details and rules

Teaching staff

Assessment

Assessment

Assessment summary

Assessment criteria

Late submission

Academic integrity

Learning support

Learning support

Simple extensions

Special consideration

Using AI responsibly

Weekly schedule

Weekly schedule

Attendance and class requirements

Study commitment

Required readings

Learning outcomes

Learning outcomes

Graduate qualities

Outcome map

Responding to student feedback

Responding to student feedback

Additional information

Additional information

Disclaimer

On this page

Useful links

Media

Student links

About us

Connect