Students

MMBA8084 – Negotiation: Theory and Practice

2021 – MGSM term 1, Intensive attendance, North Ryde

Notice

As part of Phase 3 of our return to campus plan, most units will now run tutorials, seminars and other small group activities on campus, and most will keep an online version available to those students unable to return or those who choose to continue their studies online.

To check the availability of face-to-face and online 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.

General Information

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Unit convenor and teaching staff Unit convenor and teaching staff Unit Convenor
Dr Andrew Heys
Credit points Credit points
10
Prerequisites Prerequisites
(MGSM870 or MMBA8070) or (admission to GradCertMgtPostMBA or MAMed or MASurg or DAdvSurg or DAdvMed or GradDipSpSurg or GradDipSpMed or GradCertClinLship)
Corequisites Corequisites
Co-badged status Co-badged status
Unit description Unit description

Negotiation involves influencing how people think, perceive, feel and behave. We apply these skills in every interaction, whether in the business environment, with our family, or in the world of international politics. The path to improving our negotiation performance involves adopting a mindset conducive for negotiations, learning theories, and developing skills in executing the right behaviour at the right time. This subject will increase students’ awareness of the complex dynamics in human interaction and decision-making. The subject will draw on multiple disciplines in order to provide students with key theories and frameworks for managing that complexity. Students will also build practical skills in preparing for, conducting, and reviewing negotiations.

Important Academic Dates

Information about important academic dates including deadlines for withdrawing from units are available at https://students.mq.edu.au/important-dates

Learning Outcomes

On successful completion of this unit, you will be able to:

  • ULO1: Analyse and critique contemporary theories and frameworks in negotiation.
  • ULO2: Critically reflect on how assumptions, values, cognitive heuristics and cultural bias impact on negotiation sub processes such as decision making, goal setting, evaluating negotiated outcomes.
  • ULO3: Apply sophisticated problem-solving and collaboration skills in business and workplace negotiations to enable value creation and then evaluate negotiation outcomes and processes, both as an individual and as a group.
  • ULO4: Apply stakeholder mapping processes to identify and realize the potential value, risks and likely consequences for all parties in a negotiation ecosystem.

General Assessment Information

Late Assessment Policy:

Late assessment submissions must be submitted through the appropriate submission link in iLearn. No extensions will be granted unless an application for Special Consideration is made and approved. 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. Late submissions will not be accepted after solutions have been discussed and/or made available.

Note: applications for Special Consideration Policy must be made within 5 (five) business days of the due date and time.

Assessment Tasks

Name Weighting Hurdle Due
Negotiation Case Study 50% No 1st March
Negotiation Report 30% No 12th March
Learning Journal 20% No 19th March

Negotiation Case Study

Assessment Type 1: Essay
Indicative Time on Task 2: 30 hours
Due: 1st March
Weighting: 50%

Students are to develop a 2,500-word case study of a recent negotiation and then apply a negotiation framework or theory to the case. By applying the theory or framework students should develop new insights into the negotiation and then assess the utility (applicability) of the theory or framework. Due towards the end of the study period.


On successful completion you will be able to:
  • Analyse and critique contemporary theories and frameworks in negotiation.
  • Critically reflect on how assumptions, values, cognitive heuristics and cultural bias impact on negotiation sub processes such as decision making, goal setting, evaluating negotiated outcomes.
  • Apply sophisticated problem-solving and collaboration skills in business and workplace negotiations to enable value creation and then evaluate negotiation outcomes and processes, both as an individual and as a group.

Negotiation Report

Assessment Type 1: Report
Indicative Time on Task 2: 10 hours
Due: 12th March
Weighting: 30%

Syndicate teams engage in a negotiation simulation. At the conclusion, teams write a formal debrief in the form of a 2,500-word report that analyses outcomes and processes. Groups must diagnose and identify the key repeatable lessons that will inform their future negotiation strategies. Each individual student will contribute fully to the group assignment. Their individual contribution will be assessed in addition to the overall group report. Due at the completion of the second block.


On successful completion you will be able to:
  • Analyse and critique contemporary theories and frameworks in negotiation.
  • Critically reflect on how assumptions, values, cognitive heuristics and cultural bias impact on negotiation sub processes such as decision making, goal setting, evaluating negotiated outcomes.
  • Apply sophisticated problem-solving and collaboration skills in business and workplace negotiations to enable value creation and then evaluate negotiation outcomes and processes, both as an individual and as a group.

Learning Journal

Assessment Type 1: Field book
Indicative Time on Task 2: 15 hours
Due: 19th March
Weighting: 20%

Students are assessed for their class participation and through the submission of a 1,000 word learning journal that must be developed throughout the entire term. Journals should be written following double-loop learning principles such as action, reflection, adjustment and refinement and future action planning.


On successful completion you will be able to:
  • Critically reflect on how assumptions, values, cognitive heuristics and cultural bias impact on negotiation sub processes such as decision making, goal setting, evaluating negotiated outcomes.
  • Apply sophisticated problem-solving and collaboration skills in business and workplace negotiations to enable value creation and then evaluate negotiation outcomes and processes, both as an individual and as a group.
  • Apply stakeholder mapping processes to identify and realize the potential value, risks and likely consequences for all parties in a negotiation ecosystem.

1 If you need help with your assignment, please contact:

  • the academic teaching staff in your unit for guidance in understanding or completing this type of assessment
  • the Learning Skills Unit for academic skills support.

2 Indicative time-on-task is an estimate of the time required for completion of the assessment task and is subject to individual variation

Delivery and Resources

Required text

Articles that constitute the required readings are provided via the links on the iLearn Unit page

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://ilearn.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

Number and length of classes: This class is taught over two weekend block classes. The first block runs Fri-Sun, and the second block runs three weeks later from Sat-Sun. Each day consists of 2 x 4-hour classes, each including lecture and seminar activities.

Classes may vary due to public holiday(s).The timetable for classes can be found on the University web site at:  http://www.timetables.mq.edu.au/

Recommended readings

Required readings are provided via the links on the iLearn Unit page. Recommended readings are listed on the iLearn Unit page.

Inherent Requirements

None

Unit Schedule

Please see iLearn.

Policies and Procedures

Macquarie University policies and procedures are accessible from Policy Central (https://policies.mq.edu.au). Students should be aware of the following policies in particular with regard to Learning and Teaching:

Students seeking more policy resources can visit Student Policies (https://students.mq.edu.au/support/study/policies). It is your one-stop-shop for the key policies you need to know about throughout your undergraduate student journey.

To find other policies relating to Teaching and Learning, visit Policy Central (https://policies.mq.edu.au) and use the search tool.

Student Code of Conduct

Macquarie University students have a responsibility to be familiar with the Student Code of Conduct: https://students.mq.edu.au/admin/other-resources/student-conduct

Results

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

Student Support

Macquarie University provides a range of support services for students. For details, visit http://students.mq.edu.au/support/

Learning Skills

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. 

Student Enquiry Service

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

Equity Support

Students with a disability are encouraged to contact the Disability Service who can provide appropriate help with any issues that arise during their studies.

IT Help

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.

Changes since First Published

Date Description
14/01/2021 Updated Delivery Format & Timetable to reflect correct class scheduling.