Notice
As part of Phase 3 of our return to campus plan, most units will now run tutorials, seminars and other small group learning activities on campus for the second half-year, while keeping an online version available for those students unable to return or those who choose to continue their studies online.
To check the availability of face to face activities for your unit, please go to timetable viewer. To check detailed information on unit assessments visit your unit's iLearn space or consult your unit convenor.
Unit convenor and teaching staff |
Unit convenor and teaching staff
Unit Convenor
Troy Sarina
|
---|---|
Credit points |
Credit points
10
|
Prerequisites |
Prerequisites
130cp at 1000 level or above including (20cp in BBA or BUS or HRM or MGMT or MKTG units at 2000 level)
|
Corequisites |
Corequisites
|
Co-badged status |
Co-badged status
|
Unit description |
Unit description
This unit examines the conceptual frameworks and fundamental skills required for effective negotiations. Students learn how to resolve conflict and overcome impasses in various negotiation contexts including commercial, legal and labour relations in both domestic and international settings. This unit will expose students to core negotiation frameworks, strategies and tactics required to engage in effective negotiations. Students will have the opportunity to apply this theoretical learning through a series of practical negotiation simulations held in tutorials, thereby facilitating the evaluation of frameworks examined in the unit as well as providing students with the opportunity to reflect on their own capacity to negotiate effectively. |
Information about important academic dates including deadlines for withdrawing from units are available at https://www.mq.edu.au/study/calendar-of-dates
On successful completion of this unit, you will be able to:
Late Assessments must also be submitted through the relevant submission link on iLearn. No extensions will be granted. There will be a deduction of 10% of the total available marks made from the total awarded mark for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission incurs a 20% penalty). Late submissions will be accepted up to 96 hours after the due date and time.
This penalty does not apply for cases in which an application for Special Consideration is made and approved. Note: applications for Special Consideration Policy must be made within 5 (five) business days of the due date and time.
Name | Weighting | Hurdle | Due |
---|---|---|---|
Negotiation Plan | 30% | No | Week 5 |
Negotiation Scenario | 50% | No | Week 11 |
Negotiation simulation reflection task | 20% | No | Week 13 |
Assessment Type 1: Plan
Indicative Time on Task 2: 20 hours
Due: Week 5
Weighting: 30%
This assessment task requires students to develop a negotiation plan of up to 1,500 words. Students will be required to plan for their negotiation, undertake the negotiation process itself and communicate how they selected their negotiation strategy. Students will also be required to evaluate their performance in the negotiation process.
Assessment Type 1: Report
Indicative Time on Task 2: 30 hours
Due: Week 11
Weighting: 50%
Students will be provided with a negotiation scenario and set of associated questions. In up to 2,000 words, students will utilise knowledge about negotiation processes, issues and theories examined throughout the unit to answer these questions.
Assessment Type 1: Simulation/role play
Indicative Time on Task 2: 15 hours
Due: Week 13
Weighting: 20%
Students will be required to submit a 1,000-word critical reflection based on the collective negotiation simulation carried out in tutorials. Students will be asked to reflect upon individual preparation and contribution to the negotiation process during this simulation.
1 If you need help with your assignment, please contact:
2 Indicative time-on-task is an estimate of the time required for completion of the assessment task and is subject to individual variation
Required Text |
Lewicki, R.J. & Saunders, D.M. and Berry, B. (2019) Negotiation 8, McGraw Hill: United States. |
Unit Web Page |
The web page for this unit can be found at: https://ilearn.mq.edu.au/login/ |
Technology Used and Required |
Students are required to have access to a personal computer and familiarise themselves with iLearn (https://ile arn.mq.edu.au/login/). iLearn will be used to post lecture slides, assessment details, student grades and as a means of communication between staff members and students. |
Delivery Format and Other Details |
The timetable for classes can be found on the University web site at: http://www.timetables.mq.edu.au/ |
Recommended readings |
Recommended readings are provided via the links on the iLearn Unit page |
Inherent Requirements |
None |
Please refer to iLearn
Macquarie University policies and procedures are accessible from Policy Central (https://staff.mq.edu.au/work/strategy-planning-and-governance/university-policies-and-procedures/policy-central). Students should be aware of the following policies in particular with regard to Learning and Teaching:
Students seeking more policy resources can visit the Student Policy Gateway (https://students.mq.edu.au/support/study/student-policy-gateway). It is your one-stop-shop for the key policies you need to know about throughout your undergraduate student journey.
If you would like to see all the policies relevant to Learning and Teaching visit Policy Central (https://staff.mq.edu.au/work/strategy-planning-and-governance/university-policies-and-procedures/policy-central).
Macquarie University students have a responsibility to be familiar with the Student Code of Conduct: https://students.mq.edu.au/study/getting-started/student-conduct
Results published on platform other than eStudent, (eg. iLearn, Coursera etc.) or released directly by your Unit Convenor, are not confirmed as they are subject to final approval by the University. Once approved, final results will be sent to your student email address and will be made available in eStudent. For more information visit ask.mq.edu.au or if you are a Global MBA student contact globalmba.support@mq.edu.au
Macquarie University provides a range of support services for students. For details, visit http://students.mq.edu.au/support/
Learning Skills (mq.edu.au/learningskills) provides academic writing resources and study strategies to help you improve your marks and take control of your study.
The Library provides online and face to face support to help you find and use relevant information resources.
Students with a disability are encouraged to contact the Disability Service who can provide appropriate help with any issues that arise during their studies.
For all student enquiries, visit Student Connect at ask.mq.edu.au
If you are a Global MBA student contact globalmba.support@mq.edu.au
For help with University computer systems and technology, visit http://www.mq.edu.au/about_us/offices_and_units/information_technology/help/.
When using the University's IT, you must adhere to the Acceptable Use of IT Resources Policy. The policy applies to all who connect to the MQ network including students.