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Unit of study_

SIEN3107: Business Negotiations

Semester 1, 2023 [Normal day] - Camperdown/Darlington, Sydney

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.

Unit details and rules

Unit code SIEN3107
Academic unit Strategy, Innovation and Entrepreneurship
Credit points 6
Prohibitions
? 
IBUS3107
Prerequisites
? 
Completion of at least 48 credit points
Corequisites
? 
None
Assumed knowledge
? 

None

Available to study abroad and exchange students

Yes

Teaching staff

Coordinator Adrian Harms, adrian.harms@sydney.edu.au
Type Description Weight Due Length
Small continuous assessment In-class exercises
Negotiation assessments
50% Multiple weeks Varies weekly
Outcomes assessed: LO1 LO6 LO5 LO4 LO3 LO2
Assignment Individual assignment
Written paper
25% Week 10
Due date: 03 May 2023 at 09:00
1000 words
Outcomes assessed: LO1 LO2 LO3 LO4 LO5 LO6
Presentation group assignment Team presentation
Group presentation, written synopsis
25% Week 12
Due date: 17 May 2023 at 09:00
10-15 minutes, 1 page
Outcomes assessed: LO1 LO2 LO3 LO4 LO5 LO6
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 sydney.edu.au/students/guide-to-grades.

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.

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.

You may only use artificial intelligence and writing assistance tools in assessment tasks if you are permitted to by your unit coordinator, and if you do use them, you must also acknowledge this in your work, either in a footnote or an acknowledgement section.

Studiosity is permitted for postgraduate units unless otherwise indicated by the unit coordinator. The use of this service must be acknowledged in your submission.

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.

WK Topic Learning activity Learning outcomes
Week 01 Negotiation Dynamics Block teaching (3 hr)  
Week 02 Preparation for Negotiation Block teaching (3 hr)  
Week 03 Evaluation Techniques Block teaching (3 hr)  
Week 04 Social Psychology of Influence Block teaching (3 hr)  
Week 05 Biases, Heuristics, Effects, and Errors Block teaching (3 hr)  
Week 06 Group Dynamics Block teaching (3 hr)  
Week 07 Logic and Creativity Block teaching (3 hr)  
Week 08 Parachutes, Problems, and Tricks Block teaching (3 hr)  
Week 09 Culture, Human Nature, Emotion, and Individual Difference Block teaching (3 hr)  
Week 10 Enforcement Mechanisms Block teaching (3 hr)  
Week 11 Ethics, Lying, and the Law Block teaching (3 hr)  
Week 12 Alternative Dispute Resolution Block teaching (3 hr)  
Week 13 Conflict Block teaching (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

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. 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.

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.

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