This elective course is designed to provide students with the skills needed to negotiate effectively in the international business environment. It introduces general negotiation theory and specific strategic methodologies useful in the rapidly shifting environment of international business. It develops these strategic themes and aims to help students identify and respond to unprincipled tactics, while gaining confidence in employing principled tactics when negotiating with particularly uncooperative or hostile parties in difficult environments. Particular emphasis is given to the range of diverse communication and negotiation techniques required to meet the cross-cultural challenges of contemporary regional and global markets.
The course is structured to mix discursive survey of theory with highly interactive role-play and group workshops for action learning through negotiation case studies and simulations. Selected negotiation sessions will be videotaped and time will be spent with each student group evaluating and critiquing negotiation performances.

Learning Outcomes

Upon successful completion, students will have the knowledge and skills to:

Upon successful completion of the requirements for this course, students will be able to:

1.      Understand the difference between creating and claiming value;

2.      Properly prepare for complex negotiations by classifying them as a game, a decision, a joint-problem, or a war;

3.      Identify and nullify common negotiation tactics;

4.      Understand the strategies and skills required to consistently obtain superior negotiation outcomes for their clients or themselves; and

5.      Be able to benchmark their skills and identify key areas for future development.

Research-Led Teaching

This course allows students to develop negotiation skills experientially through negotiation cases and to understand negotiation in useful research-based analytical frameworks. In addition, the course introduces students to the latest scholarly research and illustrates ways in which findings of empirical research can be utilized to improve negotiation outcomes.

Field Trips

No field trips in this course

Additional Course Costs

No additional costs.

Examination Material or equipment

There are no formal examinations for this course. However, the two quizzes (Assessment Tasks 1 & 3) will use Proctorio. It is strongly suggested that students engage with the Proctorio Practice Site for Semester 2 prior to attempting the quiz. The convenor will provide further details at least two weeks before quiz date.

Required Resources

Prescribed Text:

Lewicki, R., Barry, B. & Saunders, D. (2015). Essentials of Negotiation, McGraw Hill, (6th Ed.). ISBN: 9780077862466

E-book option available

Hard copies will be available at the Campus bookstore

A copy of the textbook will be held in the ANU library reserve & short loan collection. Availability of this as an e-book through the library is being investigated.

Recommended Resources

Selected readings will be provided on Wattle.

Staff Feedback

Students will be given feedback in the following forms in this course:

• Written comments
• Feedback to the whole class, to groups, to individuals, focus groups

Student Feedback

ANU is committed to the demonstration of educational excellence and regularly seeks feedback from students. Students are encouraged to offer feedback directly to their Course Convener or through their College and Course representatives (if applicable). The feedback given in these surveys is anonymous and provides the Colleges, University Education Committee and Academic Board with opportunities to recognise excellent teaching, and opportunities for improvement. The Surveys and Evaluation website provides more information on student surveys at ANU and reports on the feedback provided on ANU courses.

Class Schedule

Week/Session	Summary of Activities	Assessment
1	Week 1: Introduction to course and assessments. Negotiation Fundamentals	Read Course Outline Chapter 1 & Chapter 7
2	Week 2: Negotiations: Strategy and Planning	Chapter 4 & Chapter 12
3	Week 3: Distributive Bargaining	Chapter 2
4	Week 4: Integrative Bargaining	Chapter 3
5	Week 5: Power and Ethics in Negotiation	Chapter 5 & Chapter 8 | Wattle Quiz 1 opens from Monday 10:00am to Friday 5:00pm
6	Week 6: Perception, Cognition, and Emotion in Negotiation	Chapter 6
7	Week 7: Concessions, Reciprocity, and Trust	pg. 44-48 Additional readings will be posted on Wattle
8	Week 8: Relationships in Negotiation	Chapter 9 | Negotiation Position Paper due Monday 11:59pm
9	Week 9: Negotiating with an Agent	Readings will be posted on Wattle
10	Week 10: Multiple Parties and Teams	Chapter 10 | Wattle Quiz 2 opens from Monday 10:00am to Friday 5:00pm
11	Week 11: International and Cross-cultural Negotiation	Chapter 11
12	Week 12: Course Revision and Preparation for Final Assessment	Final Assessment: Negotiation Case Analysis Report due Friday 5:00pm

Tutorial Registration

Further details about the structure and teaching activities for this course will be available on the course Wattle site by start of Week 1.

Assessment Summary

Assessment task	Value	Due Date	Return of assessment	Learning Outcomes
Wattle Quiz 1	20 %	24/08/2020	28/08/2020	1,2,3,4
Negotiation Position Paper	20 %	28/09/2020	12/10/2020	1,2,3,4,5
Wattle Quiz 2	20 %	12/10/2020	16/10/2020	1,2,3,4
Final Assessment: Negotiation Case Analysis Report	40 %	30/10/2020	03/12/2020	1,2,3,4,5

* If the Due Date and Return of Assessment date are blank, see the Assessment Tab for specific Assessment Task details

Policies

ANU has educational policies, procedures and guidelines, which are designed to ensure that staff and students are aware of the University’s academic standards, and implement them. Students are expected to have read the Academic Misconduct Rule before the commencement of their course. Other key policies and guidelines include:

• Student Assessment (Coursework) Policy and Procedure
• Special Assessment Consideration Policy and General Information
• Student Surveys and Evaluations
• Deferred Examinations
• Student Complaint Resolution Policy and Procedure

Assessment Requirements

The ANU is using Turnitin to enhance student citation and referencing techniques, and to assess assignment submissions as a component of the University's approach to managing Academic Integrity. For additional information regarding Turnitin please visit the ANU Online website Students may choose not to submit assessment items through Turnitin. In this instance you will be required to submit, alongside the assessment item itself, hard copies of all references included in the assessment item.

Moderation of Assessment

Marks that are allocated during Semester are to be considered provisional until formalised by the College examiners meeting at the end of each Semester. If appropriate, some moderation of marks might be applied prior to final results being released.

Participation

Lectures will be recorded and uploaded to Wattle weekly. Engagement with class material is key to this course and students are encouraged to participate in weekly discussion forums on Wattle. Discussion forums will pose negotiation cases and ask students to comment based on theoretical frameworks covered during the lecture.

Examination(s)

There are no formal examinations for this course. However, the two quizzes (Assessment Tasks 1 & 3) will use Proctorio. It is strongly suggested that students engage with the Proctorio Practice Site for Semester 2 prior to attempting the quiz. The convenor will provide further details at least two weeks before quiz date.

Assessment Task 1

Wattle Quiz 1

Wattle quiz composed of 30 Multiple Choice questions. Questions will be related to the chapters covered before the quiz (Chapter 1, 2, 3, 4, 7, & 12) and will come from the class lectures and the textbook.

Weighting of Quiz: 20%

Submission requirements: Quiz will be accessible on Wattle and must be completed before end of Week 5.

Length: Once you start this quiz you will have 45 minutes to complete it

Proctorio: Quiz will be monitored using Proctorio Software. It is strongly suggested that students engage with the Proctorio Practice Site for Semester 2 prior to attempting the quiz. The convenor will provide further details at least two weeks before quiz date.

Extensions: No extensions will be approved for this assessment

Date and time: The quiz will be available during Week 5, and must be completed before Friday 28 August 2020 at 5:00 PM:

• Start time: Monday 24/8/2020 start at 10:00 AM
• Finish time: Friday 28/8/2020 finish at 5:00 PM

Estimated return date: Friday 28/8/2020 finish at 5:00 PM

Assessment Task 2

Negotiation Position Paper

The negotiation position papers require students to reflect on and analyse a negotiation case they studied during the lecture between week 1 and 7.

These papers must be partly descriptive, but mostly analytical. In terms of the descriptive part of the paper, students are required to describe the negotiation in terms of (a) specific characteristics of the negotiation; (b) the preparation of the negotiation; and (c) expected behavior of actors in the negotiation. In terms of the analytical part of the paper, students are required to discuss (a) what negotiations tactics could be used in the negotiation and (b) the student's planned negotiation style; and (c) expected outcomes of the negotiation (tangible and intangible).

The analytical part of the paper should integrate key concepts covered in the lectures and readings. The paper should be formatted as follows: Times New Roman 12 font, 1.5 spacing, and 1 inch margins all around.

Weighting of Paper: 20%

Word limit: 1200 words (+/- 10%)

Assessment Rubric: See the marking criteria on Wattle at least two weeks before due date

Submission instructions: Assignments are to be word-processed. The use of strict, professional expression is expected. The Harvard referencing style is to be used. Links to documentation on proper referencing methods are available on the course website or from the ANU Library website. You are required to submit an electronic copy of your assignment to Turnitin via the course Wattle website. Further information about Turnitin is provided below. You must keep a copy of your assignments for your records.

Due Date: Monday 28/09/2020 at 11:59PM

Estimated return date: Monday 12/10/2020 at 5:00PM

Assessment Task 3

Wattle Quiz 2

Wattle quiz composed of 30 Multiple Choice questions. Questions will be related to the chapters covered before the quiz (Chapters 5, 6, 8, & 9 ) and will come from the class lectures and the textbook.

Weighting of Quiz: 20%

Submission requirements: Quiz will be accessible on Wattle and must be completed before end of Week 10

Length: Once you start this quiz you will have 45 minutes to complete it

Proctorio: Quiz will be monitored using Proctorio Software. It is strongly suggested that students engage with the Proctorio Practice Site for Semester 2 prior to attempting the quiz. The convenor will provide further details at least two weeks before quiz date.

Extensions: No extensions will be approved for this assessment

Date and time: The quiz will be available during Week 10, and must be completed before Friday 16 October 2020 at 5:00 PM:

• Start time: Monday 12/10/2020 start at 10:00 AM
• Finish time: Friday 16/10/2020 finish at 5:00 PM

Estimated return date: Friday 16/10/2020 finish at 5:00 PM

Assessment Task 4

Final Assessment: Negotiation Case Analysis Report

The final assessment, negotiation case analysis, takes the form of a detailed negotiation report to the CEO of an Australian company about their firm negotiation team's recent negotiation experience. The report should provide an assessment of the negotiation process, initial position, expected outcomes, negotiation style, and final outcome. The purpose of assessment is to develop skills in undertaking research, evaluation of relevant business negotiation conditions, and formulation of criteria for negotiation decision-making and recommendations. This assessment is intended to further develop your research and analytical skills in issues related to business negotiations.

The analytical part of the paper should integrate key concepts covered in the lectures and readings. The paper should be formatted as follows: Times New Roman 12 font, 1.5 spacing, and 1 inch margins all around.

A detailed task specification will be provided on Wattle during Week 10.

Weighting of Report: 40%

Word limit: 2500 words (+/- 10%)

Assessment Rubric: See the marking criteria on Wattle at least two weeks before due date

Submission instructions: Assignments are to be word-processed. The use of strict, professional expression is expected. The Harvard referencing style is to be used. Links to documentation on proper referencing methods are available on the course website or from the ANU Library website. You are required to submit an electronic copy of your assignment to Turnitin via the course Wattle website. Further information about Turnitin is provided below. You must keep a copy of your assignments for your records.

Late Submissions: Late submissions will not be accepted for this final assessment.

Due Date: Friday 30/10/2020 at 5:00PM

Estimated return date: After the release of results on 03/12/2020

Academic Integrity

Academic integrity is a core part of our culture as a community of scholars. At its heart, academic integrity is about behaving ethically. This means that all members of the community commit to honest and responsible scholarly practice and to upholding these values with respect and fairness. The Australian National University commits to embedding the values of academic integrity in our teaching and learning. We ensure that all members of our community understand how to engage in academic work in ways that are consistent with, and actively support academic integrity. The ANU expects staff and students to uphold high standards of academic integrity and act ethically and honestly, to ensure the quality and value of the qualification that you will graduate with. The University has policies and procedures in place to promote academic integrity and manage academic misconduct. Visit the following Academic honesty & plagiarism website for more information about academic integrity and what the ANU considers academic misconduct. The ANU offers a number of services to assist students with their assignments, examinations, and other learning activities. The Academic Skills and Learning Centre offers a number of workshops and seminars that you may find useful for your studies.

Online Submission

The ANU uses Turnitin to enhance student citation and referencing techniques, and to assess assignment submissions as a component of the University's approach to managing Academic Integrity. While the use of Turnitin is not mandatory, the ANU highly recommends Turnitin is used by both teaching staff and students. For additional information regarding Turnitin please visit the ANU Online website.

Hardcopy Submission

For some forms of assessment (hand written assignments, art works, laboratory notes, etc.) hard copy submission is appropriate when approved by the Associate Dean (Education). Hard copy submissions must utilise the Assignment Cover Sheet. Please keep a copy of tasks completed for your records.

Late Submission

Late submission of assessment tasks without an extension are penalised at the rate of 5% of the possible marks available per working day or part thereof. Late submission of assessment tasks is not accepted after 10 working days after the due date, or on or after the date specified in the course outline for the return of the assessment item. Late submission is not accepted for Wattle Quiz.

All requests for extensions to assessment in RSM courses must be submitted to the RSM School Office with a completed application form and supporting documentation. The RSM Extension Application Form and further information on this process can be found at https://www.rsm.anu.edu.au/education/education-programs/notices-for-students/extension-application-procedure/

Referencing Requirements

Accepted academic practice for referencing sources that you use in presentations can be found via the links on the Wattle site, under the file named “ANU and College Policies, Program Information, Student Support Services and Assessment”. Alternatively, you can seek help through the Students Learning Development website.

Returning Assignments

Please see relevant assessment task details above

Extensions and Penalties

Extensions and late submission of assessment pieces are covered by the Student Assessment (Coursework) Policy and Procedure The Course Convener may grant extensions for assessment pieces that are not examinations or take-home examinations. If you need an extension, you must request an extension in writing on or before the due date. If you have documented and appropriate medical evidence that demonstrates you were not able to request an extension on or before the due date, you may be able to request it after the due date.

Resubmission of Assignments

Unless specified otherwise in the assignment requirements, resubmissions are permitted up until the due date and time, but not allowed afterwards. This does not apply to Assessment Task 1 (Wattle Quiz 1) and Assessment Task 3 (Wattle Quiz 2).

Privacy Notice

The ANU has made a number of third party, online, databases available for students to use. Use of each online database is conditional on student end users first agreeing to the database licensor’s terms of service and/or privacy policy. Students should read these carefully. In some cases student end users will be required to register an account with the database licensor and submit personal information, including their: first name; last name; ANU email address; and other information. In cases where student end users are asked to submit ‘content’ to a database, such as an assignment or short answers, the database licensor may only use the student’s ‘content’ in accordance with the terms of service — including any (copyright) licence the student grants to the database licensor. Any personal information or content a student submits may be stored by the licensor, potentially offshore, and will be used to process the database service in accordance with the licensors terms of service and/or privacy policy. If any student chooses not to agree to the database licensor’s terms of service or privacy policy, the student will not be able to access and use the database. In these circumstances students should contact their lecturer to enquire about alternative arrangements that are available.

Distribution of grades policy

Academic Quality Assurance Committee monitors the performance of students, including attrition, further study and employment rates and grade distribution, and College reports on quality assurance processes for assessment activities, including alignment with national and international disciplinary and interdisciplinary standards, as well as qualification type learning outcomes. Since first semester 1994, ANU uses a grading scale for all courses. This grading scale is used by all academic areas of the University.

Support for students

The University offers students support through several different services. You may contact the services listed below directly or seek advice from your Course Convener, Student Administrators, or your College and Course representatives (if applicable).

• ANU Health, safety & wellbeing for medical services, counselling, mental health and spiritual support
• ANU Diversity and inclusion for students with a disability or ongoing or chronic illness
• ANU Dean of Students for confidential, impartial advice and help to resolve problems between students and the academic or administrative areas of the University
• ANU Academic Skills and Learning Centre supports you make your own decisions about how you learn and manage your workload.
• ANU Counselling Centre promotes, supports and enhances mental health and wellbeing within the University student community.
• ANUSA supports and represents undergraduate and ANU College students
• PARSA supports and represents postgraduate and research students