Skip to main content
Unit of study_

SIEN3107: Business Negotiations

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.

Code SIEN3107
Academic unit Strategy, Innovation and Entrepreneurship
Credit points 6
Completion of at least 48 credit points

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. Evaluate realistic international business simulations, including the costs and benefits of alternative strategies, 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. Understand the way in which emotions, relationships, and the perceptions of fairness affect negotiation and consider the broader ethical implications of various negotiation tactics.

Unit outlines

Unit outlines will be available 2 weeks before the first day of teaching for the relevant session.