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Unit outline_

SMBA6105: Business Negotiations and Decision Making

Intensive February - March, 2024 [Block mode] - Castlereagh St, Sydney

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

Academic unit Management Education
Credit points 6
Prerequisites
? 
None
Corequisites
? 
SMBA6001
Prohibitions
? 
IBUS6018
Assumed knowledge
? 

None

Available to study abroad and exchange students

No

Teaching staff

Coordinator Dan Lovallo, dan.lovallo@sydney.edu.au
Lecturer(s) Adrian Harms, adrian.harms@sydney.edu.au
The census date for this unit availability is 1 March 2024
Type Description Weight Due Length
Presentation group assignment Team presentation
Group presentation, written synopsis
20% Week 05
Due date: 16 Mar 2024 at 10:00

Closing date: 16 Mar 2024
10-15 minutes, 1 page
Outcomes assessed: LO1 LO2 LO3 LO4 LO5 LO6 LO7
Assignment Individual assignment
Written paper
30% Week 06
Due date: 22 Mar 2024 at 23:59

Closing date: 12 Apr 2024
1000 words
Outcomes assessed: LO1 LO2 LO3 LO4 LO5 LO6 LO7
Small continuous assessment In-class exercises
Negotiation assessments
50% Weekly
Closing date: 16 Mar 2024
Varies weekly
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 with other students in the class. The cases are proprietary and are generally based on real-world scenarios. Throughout the semester, you will be given the opportunity to negotiate in different roles. In addition to negotiations, there may be other related activites such as quizzes. These in-class exercises are marked based on performance and outcome.
  • Team presentation: The group presentation is a team research assignment of a negotiation or decision making issue from either your industry/business, the news, or a historical source. Your team will use relatively few concepts from the course to explain and/or provide a solution to the issue. Academic research and analysis will be required to draft a synopsis and to present your team’s findings during class.
  • Individual 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 draw on your negotiation and decision making skills including how you will use “nudges” or “bias busters” to improve yourself, or to use your learnings from the course to improve the negotiations and decision making of others, including non-profit organisations, governments or business.

Detailed information for each assessment will be provided in-class and 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.

This unit has an exception to the standard University policy or supplementary information has been provided by the unit coordinator. This information is displayed below:

According to University and Business School policies.

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.

Support for students

The Support for Students Policy 2023 reflects the University’s commitment to supporting students in their academic journey and making the University safe for students. It is important that you read and understand this policy so that you are familiar with the range of support services available to you and understand how to engage with them.

The University uses email as its primary source of communication with students who need support under the Support for Students Policy 2023. Make sure you check your University email regularly and respond to any communications received from the University.

Learning resources and detailed information about weekly assessment and learning activities can be accessed via Canvas. It is essential that you visit your unit of study Canvas site to ensure you are up to date with all of your tasks.

If you are having difficulties completing your studies, or are feeling unsure about your progress, we are here to help. You can access the support services offered by the University at any time:

Support and Services (including health and wellbeing services, financial support and learning support)
Course planning and administration
Meet with an Academic Adviser

WK Topic Learning activity Learning outcomes
Week 01 Introduction to Negotiations Block teaching (8 hr) LO1 LO2 LO3 LO4 LO5 LO6 LO7
Week 02 Decision and Game Theory Block teaching (8 hr) LO1 LO2 LO3 LO4 LO5 LO6 LO7
Week 03 Forecasting, Coalitions and Creativity Block teaching (8 hr) LO1 LO2 LO3 LO4 LO5 LO6 LO7
Week 04 Behavioural Strategy and Influence Block teaching (8 hr) LO1 LO2 LO3 LO4 LO5 LO6 LO7
Week 05 Mediation, Conflict and Presentations Block teaching (8 hr) LO1 LO2 LO3 LO4 LO5 LO6 LO7

Attendance and class requirements

Lecture recordings: Note that MBA classes held at the CBD Campus are not systematically recorded and 100% class attendance is expected for each unit of the MBA program. If there are extenuating circumstances as to why you are not able to attend a particular class, please contact your unit coordinator as soon as possible, and also notify your group members (if the unit has a group work component). A unit requirement is 90% class attendance where some classes are mandatory, so those who drop below this level may not pass the unit.

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 books:

  • Kahneman, Daniel (2011) "Thinking, Fast and Slow".
  • Thaler, R & Sunstein, C (2021) “Nudge: The Final Edition”.

Assigned articles:

  • Required or recommended articles may be assigned throughout the duration of the unit.

Readings for each week will be provided in-class and on Canvas.

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. 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.

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.

No major changes have been made since this unit was last offered.

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.