Students
MMBA8084 – Negotiation and Conflict Resolution: Mastering the Art and Science
2025 – Term 3, Online-scheduled-weekday
General Information
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| Unit convenor and teaching staff |
Unit convenor and teaching staff
Jun Gu
|
|---|---|
| Credit points |
Credit points
10
|
| Prerequisites |
Prerequisites
(Admission to GradCertBusAdmin or GradDipBusAdmin) or MMBA8070
|
| Corequisites |
Corequisites
|
| Co-badged status |
Co-badged status
|
| Unit description |
Unit description
Negotiation is the art and craft by which decisions are made, agreements are reached, and disputes are resolved between two or more parties. This transformative unit empowers you to master complex interpersonal and emotional dynamics in negotiation, cultivating the confidence and skills needed to navigate conflicts and achieve sustainable solutions to challenging problems. Through experiential learning techniques, interactive simulations, and case studies, this unit bridges theory with practice to provide practical insights into real-world negotiation scenarios. You will explore all critical stages of the negotiation process, identifying your individual negotiation style and learning to apply adaptive strategies that create value and build lasting professional relationships. By the end of the unit, you will be equipped with the tools and techniques necessary to consistently achieve superior results in business deals, critical conversations, and dispute resolutions. |
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: Critically analyse and evaluate contemporary theories and frameworks in negotiation.
- ULO2: Reflect critically on how underlying assumptions, values, cognitive biases, and cultural factors influence negotiation sub-processes such as decision-making, goal setting, and the assessment of negotiated outcomes.
- ULO3: Demonstrate advanced problem-solving and collaboration skills in business and workplace negotiations, enabling value creation, and systematically evaluate negotiation processes and outcomes both individually and in group settings.
- ULO4: Utilize stakeholder mapping techniques to identify and assess potential value, risks, and implications for all parties involved within a negotiation ecosystem.
General Assessment Information
Late Assessment Submission Penalty (written assessments)
Unless a Special Consideration request has been submitted and approved, a 5% penalty (of the total possible mark) will be applied each day a written assessment is not submitted, up until the 7th day (including weekends). After the 7th day, a grade of ‘0’ will be awarded even if the assessment is submitted. Submission time for all written assessments is set at 11.55pm. A 1-hour grace period is provided to students who experience a technical concern. For any late submissions of time-sensitive tasks, such as scheduled tests/exams, performance assessments/presentations, and/or scheduled practical assessments/labs, students need to apply for Special Consideration.
Assessment Tasks
| Name | Weighting | Hurdle | Due |
|---|---|---|---|
| Professional Practice: Personal Negotiation Analysis | 40% | No | Week 10 |
| Skills Development: Insights from Team Negotiation | 30% | No | Week 10 |
| Skills Development: Negotiation Concept and Analysis | 30% | No | Week 7 |
Professional Practice: Personal Negotiation Analysis
Assessment Type 1: Essay
Indicative Time on Task 2: 20 hours
Due: Week 10
Weighting: 40%
The purpose of this assessment is for you to demonstrate your ability to apply the negotiation knowledge learned in this unit to produce an evidence-based personal negotiation analysis. You will develop an essay which draws on negotiation concepts, theories and research to analyses your own negotiation approach and style and identify your unique strengths and challenges on the journal to become a top negotiator. Skills in focus:
- Discipline knowledge
- Critical thinking
- Work readiness
Deliverable: Written submission [max. 2,000 words] Individual assessment
On successful completion you will be able to:
- Reflect critically on how underlying assumptions, values, cognitive biases, and cultural factors influence negotiation sub-processes such as decision-making, goal setting, and the assessment of negotiated outcomes.
- Demonstrate advanced problem-solving and collaboration skills in business and workplace negotiations, enabling value creation, and systematically evaluate negotiation processes and outcomes both individually and in group settings.
- Utilize stakeholder mapping techniques to identify and assess potential value, risks, and implications for all parties involved within a negotiation ecosystem.
Skills Development: Insights from Team Negotiation
Assessment Type 1: Report
Indicative Time on Task 2: 15 hours
Due: Week 10
Weighting: 30%
The purpose of this assessment is for you to work with peers to demonstrate your understanding and ability to analyse the negotiation experience using appropriate negotiation concepts, perspectives and suggestions introduced in the unit.
You will work in a team to complete a multi-round negotiation exercise and develop a report to provide a thorough description and critical analysis of negotiation experiences and identify key repeatable lessons from the negotiation that can inform your strategizing and planning in a similar negotiation in the future.
Skills in focus:
- Discipline knowledge
- Critical thinking
- Communication
Deliverable: Written submission [max. 2,000 words] Group assessment
On successful completion you will be able to:
- Critically analyse and evaluate contemporary theories and frameworks in negotiation.
- Reflect critically on how underlying assumptions, values, cognitive biases, and cultural factors influence negotiation sub-processes such as decision-making, goal setting, and the assessment of negotiated outcomes.
- Demonstrate advanced problem-solving and collaboration skills in business and workplace negotiations, enabling value creation, and systematically evaluate negotiation processes and outcomes both individually and in group settings.
Skills Development: Negotiation Concept and Analysis
Assessment Type 1: Essay
Indicative Time on Task 2: 15 hours
Due: Week 7
Weighting: 30%
The purpose of this assessment is for you to demonstrate your understanding of negotiation concepts and tools and their application to provide in-depth analyses of a recent negotiation experience/challenge. You will describe a negotiation experience/challenge of choice, articulate and justify the negotiation concept/tool that you would like to apply and conduct in-depth analyses of how the concept can be applied in your negotiation experience/challenge. Skills in focus:
- Discipline knowledge
- Critical thinking
- Work readiness
Deliverable: Written submission [max. 1,500 words] Individual assessment
On successful completion you will be able to:
- Critically analyse and evaluate contemporary theories and frameworks in negotiation.
- Reflect critically on how underlying assumptions, values, cognitive biases, and cultural factors influence negotiation sub-processes such as decision-making, goal setting, and the assessment of negotiated outcomes.
- Demonstrate advanced problem-solving and collaboration skills in business and workplace negotiations, enabling value creation, and systematically evaluate negotiation processes and outcomes both individually and in group settings.
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
Online
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
- Assessment Procedure
- Complaints Resolution 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 connect.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/
Academic Success
Academic Success provides resources to develop your English language proficiency, academic writing, and communication skills.
- Workshops
- Chat with a WriteWISE peer writing leader
- Access StudyWISE
- Upload an assignment to Studiosity
- Complete the Academic Integrity Module
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:
- IT Support
- Accessibility and disability support with study
- Mental health support
- Safety support to respond to bullying, harassment, sexual harassment and sexual assault
- Social support including information about finances, tenancy and legal issues
- Student Advocacy provides independent advice on MQ policies, procedures, and processes
Student Enquiries
Got a question? Ask us via the Service Connect Portal, 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 2025.06 of the Handbook