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.  

Learning Outcomes

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

1. articulate the core ideas of principled negotiation and illustrate their application in negotiation for mutual benefit;
2. explain and illustrate different negotiation and decision-making strategies;
3. explain and illustrate hostile and difficult negotiation tactics and strategies for dealing with them;
4. explain how bargaining can include joint problem solving, and collaborative exploration of options and facts material to a negotiation;
5. make considered judgements about a best alternative to a negotiated agreement (BATNA), and a zone of possible agreement (ZoPA);
6. identify personal strengths and weaknesses in a negotiation setting; and,
7. comment on cultural differences in negotiation styles.

Research-Led Teaching

This course allows students to develop negotiation skills experientially through simulations 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 will be both a mid-semester exam (in week 6) and an end-of-semester final examition. More information will be provided in Week 1. Also refer to the exam timetable closer to the examination period at https://exams.anu.edu.au/timetable/

Required Resources

Prescribed Text:

Lewicki, R., Barry, B. & Saunders, D. (2021). Essentials of Negotiation, McGraw Hill, (7th Ed.).

An eBook version is available at: https://www.vitalsource.com/en-au/products/ise-ebook-online-access-for-essentials-of-lewicki-v9781260579581?term=9781260570458

Non-digital copies will be available for purchase at the Campus bookstore.

Copies of the textbook will also be available for loan from the ANU library reserve & short loan collection

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
• Verbal 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 OutlineCh 1 & Ch 7
2	Week 2: Negotiations: Strategy and Planning	Ch 4 & Ch 12
3	Week 3: Distributive Bargaining	Ch 2
4	Week 4: Integrative Bargaining	Ch 3
5	Week 5: Power and Ethics in Negotiation	Ch 5 & Ch 8 | Observation and Analysis Paper 1 due
6	Week 6: Mid-semester exam	Will be held in class
7	SEMESTER BREAK
8	Week 7: Perception, Cognition, and Emotion in Negotiation	Ch 6
9	Week 8: Concessions, Reciprocity, and Trust	pg. 44-48Additional readings will be posted on Wattle
10	Week 9: Relationships in Negotiation	Ch 9
11	Week 10: Negotiating with an Agent	Readings will be posted on Wattle
12	Week 11: Multiple Parties and Teams	Ch 10 | Observation and Analysis Paper 2 due
13	Week 12: International and Cross-cultural Negotiation	Ch 11

Tutorial Registration

ANU utilises MyTimetable to enable students to view the timetable for their enrolled courses, browse, then self-allocate to small teaching activities / tutorials so they can better plan their time. Find out more on the Timetable webpage.

This course is delivered in seminar mode (hybrid) of 3 hours per week.

Assessment Summary

Assessment task	Value	Due Date	Return of assessment	Learning Outcomes
Observation and analysis paper 1	20 %	25/08/2023	31/08/2023	1,2,3,4,5
Observation and analysis paper 2	20 %	20/10/2023	03/11/2023	1,2,3,4,5
Mid-semester exam	20 %	29/08/2023	12/09/2023	1,2,3,4,5
Final exam	40 %	*	30/11/2023	1,2,3,4

* 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

Engagement in class is key to this course and students are expected to attend and participate in class discussions and negotiation simulations throughout the course in line with the “Code of Practice for Teaching and Learning”, clause 2 paragraph (b).

Examination(s)

Both mid-term and final examinations will take place on campus. The mid-term exam will be conducted during week 6 in class and final exams will be scheduled by ANU examinations. Final examination information will be provided closer to the examination period at https://exams.anu.edu.au/timetable/

Assessment Task 1

Observation and analysis paper 1

Details of task: Observation and analysis papers require students to observe, reflect on and analyse the experiences they have had during their in-class negotiation sessions. The first paper should be based on any 2 negotiations you completed during Weeks 1-5.

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) how you prepared for the negotiation; and (c) how you and others in the group behaved. In terms of the analytical part of the paper, students are required to discuss (a) what negotiations tactics were used in the negotiation; (b) what you learned about your negotiation style; (c) the outcomes of the negotiation (tangible and intangible); and (d) what you would do differently the next time you are in a similar situation. 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.

Word limit: 1300 words (+10%). (Though there will not be any penalty on exceeding the world limit, any portion in excess of the limit will not be read and marked.)

Assessment Rubric: See the marking criteria on Wattle

Value: 20%

Submission requirements: Students must submit the papers via Turnitin on Wattle. You must keep a copy of your assignments for your records.

Due: Friday, Week 5, 23:59

Assessment Task 2

Observation and analysis paper 2

Details of task: Observation and analysis papers require students to observe, reflect on and analyse the experiences they have had during their in-class negotiation sessions. The second paper should be based on 2 negotiations you completed during Weeks 6-11.

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) how you prepared for the negotiation; and (c) how you and others in the group behaved. In terms of the analytical part of the paper, students are required to discuss (a) what negotiations tactics were used in the negotiation; (b) what you learned about your negotiation style; (c) the outcomes of the negotiation (tangible and intangible); and (d) what you would do differently the next time you are in a similar situation. 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.

Word limit: 1300 words (+ 10%). (Though there will not be any penalty on exceeding the world limit, any portion in excess of the limit will not be read and marked.)

Assessment Rubric: See the marking criteria on Wattle

Value: 20%

Submission requirements: Students must submit the papers via Turnitin on Wattle. You must keep a copy of your assignments for your records.

Due: Friday, Week 11, 23:59

Estimated return date: 2023-11-03

Assessment Task 3

Mid-semester exam

Details of task: This closed book exam will include 40 multiple-choice questions. These questions will be related to the topics covered before the exam and will come from the class lectures, discussions, and the textbook.

Duration: 10 minutes (reading time) + 1 hour (writing time) = 1 hour and 10 minutes

Value: 20%

Estimated return date: Two weeks after submission

Date and time: The closed book exam will take place in-class in Week 6. More information will be provided closer to the examination on Wattle.

Assessment Task 4

Final exam

Details of task: This closed book exam will include 40 multiple-choice questions and 4 short answer questions (approximately 250 words each, not more than about 50 lines each). These questions will be related to the topics covered before the exam and will come from the class lectures, discussions, and the textbook.

Duration: 10 minutes (reading time) + 3 hours (writing time) = 3 hours and 10 minutes

Value: 40%

Date and time: This closed book exam will be held on campus during the final exam period. The timing of the final exam is scheduled by the central examinations of the university (not the course instructor), see: http://timetable.anu.edu.au/exams/

The ANU Examinations Office will communicate all Exam information directly to students

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 take-home examinations.

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.

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