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Unit of study_
SMBA6105: Business Negotiations and Decision Making
2025 unit information
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.
Unit details and rules
Managing faculty or University school:
Business (Business School)
| Study level | Postgraduate |
|---|---|
| Academic unit | Management Education |
| Credit points | 6 |
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Prerequisites:
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None |
|---|---|
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Corequisites:
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SMBA6001 |
| Prohibitions:
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IBUS6018 |
| Assumed knowledge:
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None |
At the completion of this unit, you should be able to:
- LO1. think critically about the underlying theories, concepts, assumptions and arguments used in decisions
- LO2. understand the links between strategic, tactical and operational perspectives in problem solving
- LO3. develop a broad, intellectual understanding of the central concepts in negotiation where these concepts will be the building blocks from which you can systematically understand and evaluate the negotiation process
- LO4. attain experience in the negotiation process in realistic international business simulations, and help you to evaluate the costs and benefits of alternative strategies and tactics
- LO5. identify systematic biases in the judgement of decision makers, and to relate this to your own behaviour in negotiating with the view to improving negotiation practice
- LO6. improve your understanding of the way in which emotions, relationships, and the perception of fairness affect negotiations and decisions more broadly
- LO7. appreciate the ethical implications of various negotiation tactics.
Unit availability
This section lists the session, attendance modes and locations the unit is available in. There is a unit outline for each of the unit availabilities, which gives you information about the unit including assessment details and a schedule of weekly activities.
The outline is published 2 weeks before the first day of teaching. You can look at previous outlines for a guide to the details of a unit.
| Session | MoA ? | Location | Outline ? |
|---|---|---|---|
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Intensive February - March 2024
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Block mode | Castlereagh St, Sydney | |
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Session 2 Early Census 2024
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Block mode | Castlereagh St, Sydney |
| Session | MoA ? | Location | Outline ? |
|---|---|---|---|
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Intensive February - March 2025
|
Block mode | Castlereagh St, Sydney |
Outline unavailable
|
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Intensive October - November 2025
|
Block mode | Castlereagh St, Sydney |
Outline unavailable
|
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Modes of attendance (MoA)
This refers to the Mode of attendance (MoA) for the unit as it appears when you’re selecting your units in Sydney Student. Find more information about modes of attendance on our website.
