Students
MGMT300 – The Art of Negotiation
2019 – S2 Day
General Information
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| Unit convenor and teaching staff |
Unit convenor and teaching staff
Unit Convenor and Lecturer
Troy Sarina
Contact via Email
Please view consultation hours via iLearn - https://ilearn.mq.edu.au/login/
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| Credit points |
Credit points
3
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| Prerequisites |
Prerequisites
39cp at 100 level or above including (6cp in BBA or BUS or HRM or MGMT or MKTG units at 200 level)
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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.
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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:
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
- Evaluate the role that relationships, power dynamics and cultural differences might have on a negotiation process.
Assessment Tasks
| Name | Weighting | Hurdle | Due |
|---|---|---|---|
| Negotiation plan | 30% | No | Week 5 |
| Negotiation simulation | 20% | No | Week 11 |
| Negotiation scenario | 50% | No | Week 13 |
Negotiation plan
Due: Week 5
Weighting: 30%
This assessment task requires students to undertake the fundamental steps of a single party negotiation process. Students will be required to plan for their negotiation, undertake the negotiation process itself and communicate how they selected their negotiation strategy. Students will also be required to evaluate their performance in the negotiation.
Type of Collaboration Individual Submission Please Submit Via Turnitin Link on iLearn Format Please refer to the iLearn Unit page Length 1,500 words Inherent Task Requirements None Late SubmissionLate tasks must also be submitted through Turnitin. No extensions will be granted. There will be a deduction of 10% made from the total available marks for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission incurs a 20% deduction). Late submissions will be accepted up to 96 hours after the due date and time.
This penalty does not apply for cases in which an application for Special Consideration is made and approved. Note: applications for Special Consideration Policy must be made within 5 (five) business days of the due date and time.
On successful completion you will be able to:
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
Negotiation simulation
Due: Week 11
Weighting: 20%
Late tasks must also be submitted through Turnitin. No extensions will be granted. There will be a deduction of 10% made from the total available marks for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission incurs a 20% deduction). Late submissions will be accepted up to 96 hours after the due date and time.
This penalty does not apply for cases in which an application for Special Consideration is made and approved. Note: applications for Special Consideration Policy must be made within 5 (five) business days of the due date and time.
On successful completion you will be able to:
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
Negotiation scenario
Due: Week 13
Weighting: 50%
Late tasks must also be submitted through Turnitin. No extensions will be granted. There will be a deduction of 10% made from the total available marks for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission incurs a 20% deduction). Late submissions will be accepted up to 96 hours after the due date and time.
This penalty does not apply for cases in which an application for Special Consideration is made and approved. Note: applications for Special Consideration Policy must be made within 5 (five) business days of the due date and time.
On successful completion you will be able to:
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
- Evaluate the role that relationships, power dynamics and cultural differences might have on a negotiation process.
Delivery and Resources
| Required text |
The Compulsory Text for the unit is:
This text will be available for purchase from the Macquarie University Co-op Bookshop. |
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Unit web page |
The web page for this unit can be found at: https://ilearn.mq.edu.au/login/ |
| Technology Used and Required |
Students will need to be familiar with a web browser to access the unit web page. |
| Delivery Format and Other Details |
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| Recommended readings |
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Unit Schedule
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Week |
Lecture Topic (& reading) |
Tutorial Topic (see detailed program below) |
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1 |
Unit Overview The Nature of Negotiation (ch 1) |
No tutorial
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2 |
Strategy and Planning (ch 4) Bargaining (ch 2) |
How well are you equipped to bargain? + Allocation of groups for first negotiation exercise |
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3 |
Strategy and Tactics for Distributive Negotiation (Ch 2) |
Planning to negotiate effectively |
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4 |
Strategy and Tactics for Integrative Bargaining (ch 3 ) |
Buying a used car: How hard can it be? |
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5 |
Keep calm! The role of Perception, Cognition, and Emotion (ch 6) |
Win as Much as You Can |
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6 |
The role of communication in negotiating effectively (ch 7) |
Collective negotiation exercise - Introduction |
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7 |
Finding and Using Negotiation Power (Ch 8) |
Collective negotiation exercise (Determining your bargaining position) |
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MID SEMESTER BREAK
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8 |
The importance of Relationships and teams in Negotiations: Blessing or a Curse? (ch 10 & ch 11) Resolving deadlocks (ch 18 & ch 19) |
Collective negotiation exercise - Negotiating an Outcome (I) |
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9 |
Reading week
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No lectures and no tutorials
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10 |
Ethics in Negotiations (ch 5)
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Collective negotiation exercise - Negotiating an Outcome (II) |
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11 |
Negotiating in a Global context: International and Cross-Cultural Negotiation (Ch 16) |
Ethics in Negotiation: Applying the Sins II Scale |
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12 |
Best Practices in Negotiations (Ch 20) |
500 English sentences: Understanding the impact of culture on negotiation processes |
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13 |
Subject Review and Exam Preparation |
Self-reflective discussion and negotiation scenario discussion |
Policies and Procedures
Macquarie University policies and procedures are accessible from Policy Central (https://staff.mq.edu.au/work/strategy-planning-and-governance/university-policies-and-procedures/policy-central). 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 (Note: The Special Consideration Policy is effective from 4 December 2017 and replaces the Disruption to Studies Policy.)
Undergraduate students seeking more policy resources can visit the Student Policy Gateway (https://students.mq.edu.au/support/study/student-policy-gateway). It is your one-stop-shop for the key policies you need to know about throughout your undergraduate student journey.
If you would like to see all the policies relevant to Learning and Teaching visit Policy Central (https://staff.mq.edu.au/work/strategy-planning-and-governance/university-policies-and-procedures/policy-central).
Student Code of Conduct
Macquarie University students have a responsibility to be familiar with the Student Code of Conduct: https://students.mq.edu.au/study/getting-started/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 improve your marks and take control of your study.
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.
Graduate Capabilities
Discipline Specific Knowledge and Skills
Our graduates will take with them the intellectual development, depth and breadth of knowledge, scholarly understanding, and specific subject content in their chosen fields to make them competent and confident in their subject or profession. They will be able to demonstrate, where relevant, professional technical competence and meet professional standards. They will be able to articulate the structure of knowledge of their discipline, be able to adapt discipline-specific knowledge to novel situations, and be able to contribute from their discipline to inter-disciplinary solutions to problems.
This graduate capability is supported by:
Learning outcomes
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
- Evaluate the role that relationships, power dynamics and cultural differences might have on a negotiation process.
Assessment tasks
- Negotiation plan
- Negotiation simulation
- Negotiation scenario
Problem Solving and Research Capability
Our graduates should be capable of researching; of analysing, and interpreting and assessing data and information in various forms; of drawing connections across fields of knowledge; and they should be able to relate their knowledge to complex situations at work or in the world, in order to diagnose and solve problems. We want them to have the confidence to take the initiative in doing so, within an awareness of their own limitations.
This graduate capability is supported by:
Learning outcomes
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
- Evaluate the role that relationships, power dynamics and cultural differences might have on a negotiation process.
Assessment tasks
- Negotiation plan
- Negotiation simulation
- Negotiation scenario
Effective Communication
We want to develop in our students the ability to communicate and convey their views in forms effective with different audiences. We want our graduates to take with them the capability to read, listen, question, gather and evaluate information resources in a variety of formats, assess, write clearly, speak effectively, and to use visual communication and communication technologies as appropriate.
This graduate capability is supported by:
Learning outcomes
- Analyse negotiation theories and apply them to solve problems and generate solutions
- Effectively communicate appropriate negotiation strategies that produce possible outcomes.
Assessment tasks
- Negotiation plan
- Negotiation simulation
- Negotiation scenario
Changes from Previous Offering
Learning outcomes and graduate capabilities have been refined. Furthermore, the tasks used for assessments have also been modified to ensure alignment with expected learning outcomes.
Academic materials used to investigate the themes discussed in this course have also been updated to ensure contemporary material can be used in assessment items.
Research and Practice, Global contexts and Sustainability
Negotiation is a widely researched activity. A library link containing a compilation of texts, academic databases and journals that showcase the research currently being undertaken in this field will be available on iLearn. See assessment and tutorial guide on iLearn for details. Research contained in the library link examines issues essential to this course including planning for negotiations, agreement making tactics as well a understanding the different sub processes involved in negotiations such as altering the perceptions of others.
The final assessment will give you an opportunity to apply your negotiation knowledge to a international negotiation scenario.
Developing the skills to negotiate will enhance your ability to make an agreement with parties both inside and outside your organisation thereby improving the sustainability of organisations in an increasingly complex and global world.
Changes since First Published
| Date | Description |
|---|---|
| 15/07/2019 | Fixed contact information. |