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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.


Academic unit Strategy, Innovation and Entrepreneurship
Unit code IBUS6018
Unit name Business Negotiations
Session, year
Semester 1, 2020
Attendance mode Normal evening
Location Camperdown/Darlington, Sydney
Credit points 6

Enrolment rules

Available to study abroad and exchange students


Teaching staff and contact details

Coordinator Quintin Rares,
Type Description Weight Due Length
Final exam Final exam
Written exam
34% Formal exam period 1.5 hours
Outcomes assessed: LO1 LO6 LO3 LO2
Optional assignment Optional assignment
Written task
0% Week 05
Due date: 06 Apr 2020 at 09:00

Closing date: 06 Apr 2020
1 page
Outcomes assessed: LO2 LO3 LO6
Assignment group assignment Assignment
Written task
33% Week 11
Due date: 15 May 2020 at 09:00

Closing date: 29 May 2020
2 pages
Outcomes assessed: LO2 LO6 LO3
Small continuous assessment In-class exercises
33% Weekly n/a
Outcomes assessed: LO1 LO4
group assignment = group assignment ?
  • In-class exercises: Negotiation tasks will be distributed in most weeks, in class. You will be evaluated on your in-class negotiation performance and possibly some other negotiation related activities.
  • Assignment: Students are required to choose and then interrelate four concepts from the course. The assignment requires substantial research and critical engagement with the chosen concepts. Each student may decide to complete the assignment individually or in a small group. In addition, students must submit a reference list and may choose to do a viva voce.
  • Final exam: The final exam has two sections. The first is responsive to a case study. The second is a collection of short answers that are unrelated to the case study. Students will be provided a sample exam. Note: there may also be some multiple-choice questions in one or both of the first and second sections.
  • Optional assignment: This is a draft or summary of the interrelationships assessment. There is no requirement to submit an optional assignment. No marks are awarded for the optional assignment. Students are required to add a reference list on a separate page.

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


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. 


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.


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.


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. 


0 - 49

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

For more information see

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.

Special consideration

If you experience short-term circumstances beyond your control, such as illness, injury or misadventure or if you have essential commitments which impact your preparation or performance in an assessment, you may be eligible for special consideration or special arrangements.

Academic integrity

The Current Student website provides information on academic honesty, academic dishonesty, 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 dishonesty or plagiarism seriously.

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

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

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

  • There are two required texts:
  1. The course reader, which is available at the University Copy Centre (for ~<$50).
  2. Rares, Quintin (2012) “Negotiation: Science and Practice” (an interactive copy of which is on the iBooks store: for about $39, or a hard copy without functional interactive features is at the copy centre for ~<$100).
  • This class has, on average, 10 pages of required reading per week (including readings from both the textbook and the course reader). It is essential that you read all the required readings.

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. demonstrate confidence in communicating in the negotiation context. Understand how manipulation and persuasion are used in a negotiation context and understand the psychological foundations of manipulation and persuasion
  • LO2. interpret the scientific theory underlying effective skills and techniques used in negotiation, including the key psychological, economic, cross-cultural and legal concepts underlying negotiation. Understand how to develop tactics and strategies that apply the above concepts 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. negotiate in group settings, in circumstances where there are multiple negotiators representing one or more parties or where there are multiple parties each represented by one negotiator
  • LO5. understand the psychology of groups in the negotiation context
  • LO6. determine when it is legal to tell an untruth and when it is not legal and the diversity of understanding relying and other ethical dilemmas in negotiation.

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

Recommended additional readings:

  • "Getting to Yes" by Fisher and Ury, any edition. This will cost about $14 delivered from Book Depository.
  • Other suggested resources are available in the Canvas' week-by-week outline of the unit, which will show you which resources are relevant week-by-week.

The above suggestion is not compulsory and will not be examined directly. What will be examined directly is the lecture content and also the compulsory readings, which equate to about 10 pages a week.


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

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