Students

MGMT3000 – The Art of Negotiation

2025 – Session 2, In person-scheduled-weekday, North Ryde

General Information

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Unit convenor and teaching staff Unit convenor and teaching staff
E-Yang Goh
e-yang.goh@mq.edu.au
Credit points Credit points
10
Prerequisites Prerequisites
130cp at 1000 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 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 11.55 pm. 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 submit an application for Special Consideration.

Assessment Tasks

Name Weighting Hurdle Due
Skills Development: Single Party Negotiation 30% No 31/08/2025
Professional Practice: Multi-Party Negotiation 40% No 07/10/2025
Skills Development: Negotiation Reflections 30% No 07/11/2025

Skills Development: Single Party Negotiation

Assessment Type 1: Plan
Indicative Time on Task 2: 20 hours
Due: 31/08/2025
Weighting: 30%

 

The purpose of this assessment is for you to develop your skills as a negotiator, in a single-party negotiation. You will be required to plan for your negotiation, undertake the negotiation process, and communicate how you select your negotiation strategy. You will also be required to evaluate your performance and that of your partner in the negotiation.

You will identify and analyse your strategy for a single-party negotiation and will conduct the negotiation. After the negotiation you will review various aspects of the process, from planning, to execution, to assessment of success.

Skills in focus:

  • Work readiness
  • Communication 
  • Discipline knowledge

Deliverable: Written report (1,500 words max).

Individual assessment.

 
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.

Professional Practice: Multi-Party Negotiation

Assessment Type 1: Report
Indicative Time on Task 2: 30 hours
Due: 07/10/2025
Weighting: 40%

 

The purpose of this assessment is for you to further develop your skill as a negotiator, in a multi-party negotiation. You will be placed in a group and will have to collaborate and communicate to develop a series of strategies to conduct a multi-faceted negotiation. You will undertake the negotiation with your group, negotiating with an opposing group, over multiple sessions, to evolve and modify your negotiation strategies.

You will identify and analyse your group’s strategies, and how they might change, and will conduct the negotiation. After the negotiation you will assess various aspects of the process, from planning, to execution, to an assessment of your success, both individually and as a group.

Skills in focus:

  • Work readiness
  • Communication and collaboration
  • Discipline knowledge

Deliverable: Written report (2,000 words max).

Individual assessment

 
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.

Skills Development: Negotiation Reflections

Assessment Type 1: Reflective Writing
Indicative Time on Task 2: 15 hours
Due: 07/11/2025
Weighting: 30%

 

The purpose of this assessment is for you to critically reflect on the change in your negotiation skills through the session.

You will reflect on how you contributed in class, during the negotiation activities, their preparation and de-brief stages; and for you to provide a structured plan explaining clear and tangible actions that you will take in the future, to develop as a negotiator.

Skills in focus:

  • Work readiness
  • Critical thinking and problem solving

Deliverable: Written reflection (1,200 words max, excluding appendices and artefacts).

Individual assessment

 
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.

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

The unit will be delivered through 1-hour online class and 2-hour tutorials. You are encouraged to go through a given week's class AFTER that week's tutorial.

 

Please see iLearn for the list of mandatory and recommended readings. The vast majority of these readings can be accessed through Waranara Library's Online Resources.

Unit Schedule

Please see iLearn for the full lecture and tutorial schedule.

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 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.

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 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.

Changes from Previous Offering

There are three key changes in Session 2 compared to Session 1:

- All 3 Assessment Tasks have adjusted. You can find more details about the updated Assessment Tasks in the relevant section.

- The reading list for this unit has been revamped. The vast majority of the new readings are available online and can be accessed through Waranara Library's Online Resources.

- Tutorial activities will be more "hands-on". You will be given increased opportunities to learn through experience as there will be a different negotiation exercise in almost every tutorial.

Unit information based on version 2025.02 of the Handbook