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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.


Academic unit Strategy, Innovation and Entrepreneurship
Unit code SIEN6001
Unit name Business Negotiations
Session, year
Semester 2, 2021
Attendance mode Normal day
Location Remote
Credit points 6

Enrolment rules

Available to study abroad and exchange students


Teaching staff and contact details

Coordinator Dan Lovallo,
Type Description Weight Due Length
Small continuous assessment In-class assessments
50% Multiple weeks n/a
Outcomes assessed: LO2 LO3 LO4 LO5
Presentation group assignment Group Work
25% Week 10 10-15 Mins
Outcomes assessed: LO1 LO2 LO3 LO4 LO5
Assignment Assignment
25% Week 12 3 pages
Outcomes assessed: LO1 LO5 LO4 LO3 LO2
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.
  • 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


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 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 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. 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
This is the first time this unit has been offered


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