Outline

Overview

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.

Unit details and rules

Academic unit	Strategy, Innovation and Entrepreneurship
Credit points	6
Prerequisites ?	None
Corequisites ?	None
Prohibitions ?	IBUS6018
Assumed knowledge ?	None
Available to study abroad and exchange students	No

Teaching staff

Coordinator	Dan Lovallo, dan.lovallo@sydney.edu.au

Type	Description	Weight	Due	Length
Small continuous assessment	In-class assessments N/A	50%	Multiple weeks	n/a
Outcomes assessed:
Presentation	Group Work	25%	Week 10	10-15 Mins
Outcomes assessed:
Assignment	Assignment n/a	25%	Week 12	3 pages
Outcomes assessed:
= group assignment ?

Assessment summary

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.
Presentation: In groups students will find a negotiation issue in the news or a well known historical source. The group will use atleast three concepts from the course material that either explain or provide a solution to the events that occured. Academic research will be required to draft a synopsis and to present findings in a 10-15 minute in-class presentation.
Written 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 reflect on your own negotiation skills including how you will use “nudges” or “bias busters” to improve yourself, or to use your learnings from the course to improve others negotiations and decision making including non-profit organisations, governments or business.

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 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.

Use of generative artificial intelligence (AI) and automated writing tools

You may only use generative AI and automated writing tools in assessment tasks if you are permitted to by your unit coordinator. If you do use these tools, you must acknowledge this in your work, either in a footnote or an acknowledgement section. The assessment instructions or unit outline will give guidance of the types of tools that are permitted and how the tools should be used.

Your final submitted work must be your own, original work. You must acknowledge any use of generative AI tools that have been used in the assessment, and any material that forms part of your submission must be appropriately referenced. For guidance on how to acknowledge the use of AI, please refer to the AI in Education Canvas site.

The unapproved use of these tools or unacknowledged use will be considered a breach of the Academic Integrity Policy and penalties may apply.

Studiosity is permitted unless otherwise indicated by the unit coordinator. The use of this service must be acknowledged in your submission as detailed on the Learning Hub’s Canvas page.

Outside assessment tasks, generative AI tools may be used to support your learning. The AI in Education Canvas site contains a number of productive ways that students are using AI to improve their learning.

Learning support

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.

Weekly schedule

WK	Topic	Learning activity
Week 01	Negotiation dynamics	Block teaching (3 hr)
Week 02	Negotiation preparation and procedure	Block teaching (3 hr)
Week 03	Evaluative techniques and economic methods	Block teaching (3 hr)
Week 04	The psychology of influence	Block teaching (3 hr)
Week 05	Cognitive biases, heuristics, effects and errors	Block teaching (3 hr)
Week 06	The psychology of group dynamics	Block teaching (3 hr)
Week 07	Principles of 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	Practical ethics, lie detection and the law	Block teaching (3 hr)
Week 12	Alternative dispute resolution and agency	Block teaching (3 hr)
Week 13	Conflict	Block teaching (3 hr)

Attendance and class requirements

Lecture recordings: All lectures and seminars are recorded and will be available on Canvas for student use. Please note the Business School does not own the system and cannot guarantee that the system will operate or that every class will be recorded. Students should ensure they attend and participate in all classes.

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 book:

Kahneman, Daniel (2011) “Thinking, Fast and Slow”

Learning outcomes

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.

Outcomes
Graduate qualities

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. Determine when it is legal to tell an untruth and when it is not legal and the diversity of understanding re lying 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
Learning outcomes

Responding to student feedback

This section outlines changes made to this unit following staff and student reviews.

This is the first time this unit has been offered

Additional information

Business School Policies

Disclaimer

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

To help you understand common terms that we use at the University, we offer an online glossary.

Current students

Overview

Overview

Unit details and rules

Teaching staff

Assessment

Assessment

Assessment summary

Assessment criteria

Late submission

Academic integrity

Learning support

Learning support

Simple extensions

Special consideration

Using AI responsibly

Weekly schedule

Weekly schedule

Attendance and class requirements

Study commitment

Required readings

Learning outcomes

Learning outcomes

Graduate qualities

Outcome map

Responding to student feedback

Responding to student feedback

Additional information

Additional information

Disclaimer

On this page

Useful links

SIEN6001: Business Negotiations

Semester 2, 2021 [Normal day] - Remote

Overview

Overview

Unit details and rules

Teaching staff

Assessment

Assessment

Assessment summary

Assessment criteria

Late submission

Academic integrity

Learning support

Learning support

Simple extensions

Special consideration

Using AI responsibly

Weekly schedule

Weekly schedule

Attendance and class requirements

Study commitment

Required readings

Learning outcomes

Learning outcomes

Graduate qualities

Outcome map

Responding to student feedback

Responding to student feedback

Additional information

Additional information

Disclaimer

On this page

Useful links