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Unit of study_

IBUS6018: Business Negotiations

This course is aimed at making you feel more comfortable and confident with the negotiation process. The course is taught as a 'flipped classroom', meaning that the content of the course is primarily taught outside of class, through brief written lectures, and class time is used to assimilate that knowledge through at least a dozen marked role-play negotiations, debriefs of those negotiations, problem-solving workshops and international negotiation case study analysis. You will also be taught how to develop your own negotiation strategies and tactics using a combination of multiple psychological, economic and legal concepts from the course.

Code IBUS6018
Academic unit Strategy, Innovation and Entrepreneurship
Credit points 6
Prerequisites:
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None
Corequisites:
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None
Prohibitions:
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None

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

  • LO1. Demonstrate confidence in communicating in the negotiation context by understanding how manipulation and persuasion are used and the psychological foundations behind them.
  • LO2. Interpret the scientific theory underlying effective skills and techniques used in negotiation, including the key psychological, economic, cross-cultural and legal concepts, to develop tactics and strategies that apply across a variety of real-world negotiation settings.
  • LO3. Analyse and apply different psychological, economic, cross-cultural and legal concepts underlying negotiation, and recognise their limitations in practice.
  • LO4. Apply techniques and concepts of group negotiation psychology in negotiating group scenarios, including where there are multiple negotiators representing one or more parties or where there are multiple parties each represented by one negotiator.
  • LO5. Understand ethical and legal dilemmas in negotiations, including determining when it is legal to tell an untruth in negotiations and when it is not legal.

Unit outlines

Unit outlines will be available 1 week before the first day of teaching for the relevant session.