Students
MGMT3000 – The Art of Negotiation
2021 – Session 2, Special circumstances
Session 2 Learning and Teaching Update
The decision has been made to conduct study online for the remainder of Session 2 for all units WITHOUT mandatory on-campus learning activities. Exams for Session 2 will also be online where possible to do so.
This is due to the extension of the lockdown orders and to provide certainty around arrangements for the remainder of Session 2. We hope to return to campus beyond Session 2 as soon as it is safe and appropriate to do so.
Some classes/teaching activities cannot be moved online and must be taught on campus. You should already know if you are in one of these classes/teaching activities and your unit convenor will provide you with more information via iLearn. If you want to confirm, see the list of units with mandatory on-campus classes/teaching activities.
Visit the MQ COVID-19 information page for more detail.
General Information
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| Unit convenor and teaching staff |
Unit convenor and teaching staff
Unit Convenor
Ian Dunbar
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|---|---|
| Credit points |
Credit points
10
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| Prerequisites |
Prerequisites
130cp at 1000 level or above including (20cp in BBA or BUS or HRM or MGMT or MKTG units at 2000 level or above)
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| Corequisites |
Corequisites
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| Co-badged status |
Co-badged status
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| 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. |
Important Academic Dates
Information about important academic dates including deadlines for withdrawing from units are available at https://www.mq.edu.au/study/calendar-of-dates
Learning Outcomes
On successful completion of this unit, you will be able to:
- ULO1: Analyse and apply negotiation theories to solve problems.
- ULO2: Effectively communicate negotiation strategies that address conflict in a range of contexts.
- ULO3: Evaluate and reflect on the role that relationships, power dynamics and cultural differences can have on a negotiation process.
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 Plan | 30% | No | Week 5 |
| Negotiation Scenario | 50% | No | Week 11 |
| Negotiation simulation reflection task | 20% | No | Week 13 |
Negotiation Plan
Assessment Type 1: Plan
Indicative Time on Task 2: 20 hours
Due: Week 5
Weighting: 30%
A plan of up to 1,500 words worth 30%.
On successful completion you will be able to:
- Analyse and apply negotiation theories to solve problems.
- Effectively communicate negotiation strategies that address conflict in a range of contexts.
Negotiation Scenario
Assessment Type 1: Report
Indicative Time on Task 2: 30 hours
Due: Week 11
Weighting: 50%
A report of 2,000 words worth 50%.
On successful completion you will be able to:
- Analyse and apply negotiation theories to solve problems.
- Effectively communicate negotiation strategies that address conflict in a range of contexts.
- Evaluate and reflect on the role that relationships, power dynamics and cultural differences can have on a negotiation process.
Negotiation simulation reflection task
Assessment Type 1: Simulation/role play
Indicative Time on Task 2: 15 hours
Due: Week 13
Weighting: 20%
A critical reflection of 1,000 words based on in-class simulations worth 20%.
On successful completion you will be able to:
- Analyse and apply negotiation theories to solve problems.
- Effectively communicate negotiation strategies that address conflict in a range of contexts.
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 Writing Centre 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
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Required Text |
Lewicki, R.J. & Saunders, D.M. and Berry, B. (2019) Negotiation 8, McGraw Hill: United States. |
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Unit Web Page |
The web page for this unit can be found at: https://ilearn.mq.edu.au/login/ |
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Technology Used and Required |
Students are required to have access to a personal computer, with stable internet access and familiarise themselves with iLearn. iLearn will be used to post lecture slides, assessment details, student grades and as a means of communication between staff members and students. Students are expected to access iLearn on a regular basis. |
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Delivery Format and Other Details |
The timetable for classes can be found on the University web site at: http://www.timetables.mq.edu.au/ |
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Recommended readings |
Recommended readings are provided via Leganto on the iLearn Unit page |
| Inherent Requirements | Negotiation activities linked to the assessments are carried out in tutorials. Tutorial attendance is, therefore, highly recommended. |
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:
- Academic Appeals Policy
- Academic Integrity Policy
- Academic Progression Policy
- Assessment Policy
- Fitness to Practice Procedure
- Grade Appeal Policy
- Complaint Management Procedure for Students and Members of the Public
- Special Consideration Policy
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 Services and 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.
Student Enquiries
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
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.
Unit information based on version 2021.05 of the Handbook