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Unit of study_

SIEN6001: Business Negotiations

This unit aims to build students' confidence with the negotiation process. Class time is used to assimilate that knowledge through role-play negotiations, debriefs of those negotiations, problem-solving workshops and international negotiation case study analysis. Students are taught how to develop their own negotiation strategies and tactics using a combination of multiple psychological, economic and legal concepts covered in the unit.

Code SIEN6001
Academic unit Strategy, Innovation and Entrepreneurship
Credit points 6

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. Understand the psychology of groups in the negotiation context
  • LO5. Understanding ethical dilemmas related to information sharing in the context of negotiations

Unit outlines

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