Students

MGMT3000 – The Art of Negotiation

2022 – Session 1, In person/Online-scheduled-weekday, North Ryde

General Information

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Unit convenor and teaching staff Unit convenor and teaching staff Unit Convenor
Ian Dunbar
ian.dunbar@mq.edu.au
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 or above)
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.

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 submissions of assessments 

Unless a Special Consideration request has been submitted and approved, no extensions will be granted. There will be a deduction of 10% of the total available assessment-task marks made from the total awarded mark for each 24-hour period or part thereof that the submission is late. Late submissions will only be accepted up to 96 hours after the due date and time.

No late submissions will be accepted for timed assessments – e.g., quizzes, online tests.

Table 1: Penalty calculation based on submission time

Submission time after the due date (including weekends)

Penalty (% of available assessment task mark)

Example: for a non-timed assessment task marked out of 30

< 24 hours

10%

10% x 30 marks = 3-mark deduction

24-48 hours

20%

20% x 30 marks = 6-mark deduction

48-72 hours

30%

30% x 30 marks = 9-mark deduction

72-96 hours

40%

40% x 30 marks = 12-mark deduction

> 96 hours

100%

Assignment won’t be accepted

Special Consideration 

To request an extension on the due date/time for a timed or non-timed assessment task, you must submit a Special Consideration application. An application for Special Consideration does not guarantee approval.

The approved extension date for a student becomes the new due date for that student. The late submission penalties above then apply as of the new due date.

Assessment Tasks

Name Weighting Hurdle Due
Negotiation Plan 30% No Week5
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: Week5
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

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, 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.

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 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:

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

Academic Integrity

At Macquarie, we believe academic integrity – honesty, respect, trust, responsibility, fairness and courage – is at the core of learning, teaching and research. We recognise that meeting the expectations required to complete your assessments can be challenging. So, we offer you a range of resources and services to help you reach your potential, including free online writing and maths support, academic skills development and wellbeing consultations.

Student Support

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

The Writing Centre

The Writing Centre provides resources to develop your English language proficiency, academic writing, and communication skills.

The Library provides online and face to face support to help you find and use relevant information resources. 

Student Services and Support

Macquarie University offers a range of Student Support Services including:

Student Enquiries

Got a question? Ask us via AskMQ, or contact Service Connect.

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 2022.02 of the Handbook