General Information
Effective business management requires negotiation of complex relationships and contracts with customers and clients, with suppliers and a range of other stakeholders. These can be particularly challenging in a global business setting where cross-cultural issues arise and norms are challenged. Improving negotiation skills involves the understanding of both theory and practice. It also involves the understanding of how negotiation can be both a science and an art form. The subject surveys both theoretical and practical approaches to negotiation. Through an experiential pedagogy that emphasises a neutral perspective in conflict resolution, this half unit subject will develop a better understanding of the subtleties of negotiations and a better set of skills for optimising negotiated outcomes.
-
Details
Academic unit: Bond Business School Subject code: GMBA70-302 Subject title: Effective Negotiation Subject level: Postgraduate Semester/Year: January 2023 Credit points: 5.000 -
Delivery & attendance
Timetable: https://bond.edu.au/timetable Delivery mode: Intensive Workload items: - Seminar: x6 (Total hours: 24) - Seminar 1
- Personal Study Hours: x6 (Total hours: 36) - Recommended study time & reviewing materials
Attendance and learning activities: BBT Study tour week. Attendance at all class and study tour sessions is expected. Students are expected to notify the instructor of any absences with as much advance notice as possible. -
Resources
Prescribed resources: Books
- Lewicki, R., Saunders, D. M., & Barry, B. (2021). Essentials of Negotiation. 7th, McGraw-Hill Education
iLearn@Bond & Email: iLearn@Bond is the online learning environment at Bond University and is used to provide access to subject materials, lecture recordings and detailed subject information regarding the subject curriculum, assessment and timing. Both iLearn and the Student Email facility are used to provide important subject notifications. Additionally, official correspondence from the University will be forwarded to students’ Bond email account and must be monitored by the student. To access these services, log on to the Student Portal from the Bond University website as www.bond.edu.au
| Academic unit: | Bond Business School |
|---|---|
| Subject code: | GMBA70-302 |
| Subject title: | Effective Negotiation |
| Subject level: | Postgraduate |
| Semester/Year: | January 2023 |
| Credit points: | 5.000 |
| Timetable: | https://bond.edu.au/timetable |
|---|---|
| Delivery mode: | Intensive |
| Workload items: |
|
| Attendance and learning activities: | BBT Study tour week. Attendance at all class and study tour sessions is expected. Students are expected to notify the instructor of any absences with as much advance notice as possible. |
| Prescribed resources: | Books
|
|---|---|
| iLearn@Bond & Email: | iLearn@Bond is the online learning environment at Bond University and is used to provide access to subject materials, lecture recordings and detailed subject information regarding the subject curriculum, assessment and timing. Both iLearn and the Student Email facility are used to provide important subject notifications. Additionally, official correspondence from the University will be forwarded to students’ Bond email account and must be monitored by the student. To access these services, log on to the Student Portal from the Bond University website as www.bond.edu.au |
Enrolment requirements
| Requisites: |
Nil |
|---|---|
| Assumed knowledge: |
Assumed knowledge is the minimum level of knowledge of a subject area that students are assumed to have acquired through previous study. It is the responsibility of students to ensure they meet the assumed knowledge expectations of the subject. Students who do not possess this prior knowledge are strongly recommended against enrolling and do so at their own risk. No concessions will be made for students’ lack of prior knowledge.
|
| Restrictions: |
Nil |
Assurance of learning
Assurance of Learning means that universities take responsibility for creating, monitoring and updating curriculum, teaching and assessment so that students graduate with the knowledge, skills and attributes they need for employability and/or further study.
At Bond University, we carefully develop subject and program outcomes to ensure that student learning in each subject contributes to the whole student experience. Students are encouraged to carefully read and consider subject and program outcomes as combined elements.
Program Learning Outcomes (PLOs)
Program Learning Outcomes provide a broad and measurable set of standards that incorporate a range of knowledge and skills that will be achieved on completion of the program. If you are undertaking this subject as part of a degree program, you should refer to the relevant degree program outcomes and graduate attributes as they relate to this subject.
Subject Learning Outcomes (SLOs)
On successful completion of this subject the learner will be able to:
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
- Recognize the specific issues associated with negotiating with a cross cultural context
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
- Discriminate between others'approaches to negotiation, as demonstrated by their verbal and non-verbal communication as well as their behaviours.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
Generative Artificial Intelligence in Assessment
The University acknowledges that Generative Artificial Intelligence (Gen-AI) tools are an important facet of contemporary life. Their use in assessment is considered in line with students’ development of the skills and knowledge which demonstrate learning outcomes and underpin study and career success. Instructions on the use of Gen-AI are given for each assessment task; it is your responsibility to adhere to these instructions.
-
Assessment details
Type Task % Timing* Outcomes assessed Essay Responses to questions from the video and related references 10.00% In Consultation 2,3,4,5,6 Essay Pre-negotiation Journal (PNJ) 25.00% In Consultation 1,2 Computer-Aided Examination (Open) Comprehensive Examination. 65.00% Non-Standard Examination Period 1,2,3,4,5,6 - * Assessment timing is indicative of the week that the assessment is due or begins (where conducted over multiple weeks), and is based on the standard University academic calendar
- C = Students must reach a level of competency to successfully complete this assessment.
-
Assessment criteria
Assessment criteria
High Distinction 85-100 Outstanding or exemplary performance in the following areas: interpretative ability; intellectual initiative in response to questions; mastery of the skills required by the subject, general levels of knowledge and analytic ability or clear thinking. Distinction 75-84 Usually awarded to students whose performance goes well beyond the minimum requirements set for tasks required in assessment, and who perform well in most of the above areas. Credit 65-74 Usually awarded to students whose performance is considered to go beyond the minimum requirements for work set for assessment. Assessable work is typically characterised by a strong performance in some of the capacities listed above. Pass 50-64 Usually awarded to students whose performance meets the requirements set for work provided for assessment. Fail 0-49 Usually awarded to students whose performance is not considered to meet the minimum requirements set for particular tasks. The fail grade may be a result of insufficient preparation, of inattention to assignment guidelines or lack of academic ability. A frequent cause of failure is lack of attention to subject or assignment guidelines. Quality assurance
For the purposes of quality assurance, Bond University conducts an evaluation process to measure and document student assessment as evidence of the extent to which program and subject learning outcomes are achieved. Some examples of student work will be retained for potential research and quality auditing purposes only. Any student work used will be treated confidentially and no student grades will be affected.
| Type | Task | % | Timing* | Outcomes assessed |
|---|---|---|---|---|
| Essay | Responses to questions from the video and related references | 10.00% | In Consultation | 2,3,4,5,6 |
| Essay | Pre-negotiation Journal (PNJ) | 25.00% | In Consultation | 1,2 |
| Computer-Aided Examination (Open) | Comprehensive Examination. | 65.00% | Non-Standard Examination Period | 1,2,3,4,5,6 |
- * Assessment timing is indicative of the week that the assessment is due or begins (where conducted over multiple weeks), and is based on the standard University academic calendar
- C = Students must reach a level of competency to successfully complete this assessment.
Assessment criteria
| High Distinction | 85-100 | Outstanding or exemplary performance in the following areas: interpretative ability; intellectual initiative in response to questions; mastery of the skills required by the subject, general levels of knowledge and analytic ability or clear thinking. |
|---|---|---|
| Distinction | 75-84 | Usually awarded to students whose performance goes well beyond the minimum requirements set for tasks required in assessment, and who perform well in most of the above areas. |
| Credit | 65-74 | Usually awarded to students whose performance is considered to go beyond the minimum requirements for work set for assessment. Assessable work is typically characterised by a strong performance in some of the capacities listed above. |
| Pass | 50-64 | Usually awarded to students whose performance meets the requirements set for work provided for assessment. |
| Fail | 0-49 | Usually awarded to students whose performance is not considered to meet the minimum requirements set for particular tasks. The fail grade may be a result of insufficient preparation, of inattention to assignment guidelines or lack of academic ability. A frequent cause of failure is lack of attention to subject or assignment guidelines. |
Quality assurance
For the purposes of quality assurance, Bond University conducts an evaluation process to measure and document student assessment as evidence of the extent to which program and subject learning outcomes are achieved. Some examples of student work will be retained for potential research and quality auditing purposes only. Any student work used will be treated confidentially and no student grades will be affected.
Study Information
Submission procedures
Students must check the iLearn@Bond subject site for detailed assessment information and submission procedures.
Policy on late submission and extensions
A late penalty will be applied to all overdue assessment tasks unless an extension is granted by the lead educator. The standard penalty will be 10% of marks awarded to that assessment per day late with no assessment to be accepted seven days after the due date. Where a student is granted an extension in writing by the lead educator, a penalty of 10% per day late starts from the new due date.
Academic Integrity
University’s Academic Integrity Policy defines plagiarism as the act of misrepresenting as one’s own original work: another’s ideas, interpretations, words, or creative works; and/or one’s own previous ideas, interpretations, words, or creative work without acknowledging that it was used previously (i.e., self-plagiarism). The University considers the act of plagiarising to be a breach of the Student Conduct Code and, therefore, subject to the Discipline Regulations which provide for a range of penalties including the reduction of marks or grades, fines and suspension from the University.
Bond University utilises Originality Reporting software to inform academic integrity.Feedback on assessment
Feedback on assessment will be provided to students within two weeks of the assessment submission due date, as per the Assessment Policy.
Accessibility and Inclusion Support
If you have a disability, illness, injury or health condition that impacts your capacity to complete studies, exams or assessment tasks, it is important you let us know your special requirements, early in the semester. Students will need to make an application for support and submit it with recent, comprehensive documentation at an appointment with a Disability Officer. Students with a disability are encouraged to contact the Disability Office at the earliest possible time, to meet staff and learn about the services available to meet your specific needs. Please note that late notification or failure to disclose your disability can be to your disadvantage as the University cannot guarantee support under such circumstances.
Additional subject information
As part of the requirements for Business School quality accreditation, the Bond Business School employs an evaluation process to measure and document student assessment as evidence of the extent to which program and subject learning outcomes are achieved. Some examples of student work will be retained for potential research and quality auditing purposes only. Any student work used will be treated confidentially and no student grades will be affected.
Subject curriculum
-
Introduction to Negotiation & Preparing to Negotiate
An overview of conflict and an introduction to the fundamental principles and concepts of negotiation. Understand the basic components of negotiation planning and preparation.
SLOs included
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
-
Distributive Negotiation
An introduction to the distributive (competitive or value claiming) approach to negotiation. Understand the strategies and tactics involved in the distributive bargaining process.
SLOs included
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Discriminate between others'approaches to negotiation, as demonstrated by their verbal and non-verbal communication as well as their behaviours.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
-
Integrative Negotiation
An introduction to the integrative (collaborative or value creating) approach to negotiation. Understand the strategies, tactics, and key steps in the integrative negotiation process.
SLOs included
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Discriminate between others'approaches to negotiation, as demonstrated by their verbal and non-verbal communication as well as their behaviours.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
-
Preparation for Negotiation: Overall Approach, Goals, Relationships, & BATNA
An introduction to the overall approach to negotiation. Understand, apply, and integrate the concepts of goals, relationships, and BATNAs as components of negotiation planning and preparation.
SLOs included
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
-
Preparation for Negotiation: Frames & Tactics
Understand, apply, and integrate the concepts of frames and tactics as components of negotiation planning and preparation.
SLOs included
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
-
Preparation for Negotiation: Information and Concession
Understand, apply, and integrate the concepts of Information needed, responses, and concessions as components of negotiation planning and preparation. Highlight few additional aspects (e.g., creativity) significant in a negotiation situation.
SLOs included
- Describe the key components of how to prepare for a negotiation and the tools available for use when negotiating.
- Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
-
Perception & Persuasion
An introduction to the the range of psychological factors (cognitive biases, perceptions, emotions) that affect a negotiation situation. Understand the importance of negotiation planning and preparation to address such psychological issues.
SLOs included
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
- Discriminate between others'approaches to negotiation, as demonstrated by their verbal and non-verbal communication as well as their behaviours.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.
-
National Culture & Global Negotiations
Understand the inherent complexity of global and cross-cultural negotiation.
SLOs included
- Recognize the specific issues associated with negotiating with a cross cultural context
-
Challenges & Ethics in Negotiation
An overview of the significance of ethics, trust, and negotiator's reputation in a negotiation.
SLOs included
- Analyse hs/her strengths and weaknesses as a negotiator and devise a plan for personal development and progression.
- Develop a personal, yet adaptive approach to negotiation preparation, execution, and reflection.
- Respond with the most appropriate strategies and tactics for negotiating when confronted with a variety of different personalities and approaches that face them in any particular negotiation.