MGN448 Negotiating Across Borders
To view more information for this unit, select Unit Outline from the list below. Please note the teaching period for which the Unit Outline is relevant.
| Unit code: | MGN448 |
|---|---|
| Antirequisite(s): | GSN462 |
| Equivalent(s): | MGX448 |
| Credit points: | 12 |
| Timetable | Details in HiQ, if available |
| Availabilities |
|
| CSP student contribution | $2,174 |
| Pre-2021 CSP student contribution | $1,703 The pre-2021 commonwealth supported place (CSP) contribution amount only applies to students enrolled in a course prior to 2021. To learn more, visit our Understanding your fees page. |
| Domestic tuition unit fee | $4,596 |
| International unit fee | $6,180 |
Unit Outline: Semester 1 2026, Gardens Point, Internal
| Unit code: | MGN448 |
|---|---|
| Credit points: | 12 |
| Equivalent: | MGX448 |
| Anti-requisite: | GSN462 |
| Coordinator: | Rumintha Wickramasekera | r.wickrama@qut.edu.au |
Overview
In the contemporary global business environment, negotiators who understand how culture affects negotiating processes and outcomes have a decided advantage at the bargaining table. The purpose of this unit is to help you understand and apply the theory and processes of negotiation.
Learning Outcomes
On successful completion of this unit you will be able to:
- Explain and implement the skills of negotiation including planning, strategy selection, assessment of needs and interests, the use of tactics to maximise leverage, and analyse the macro and micro negotiation environment.
- Analyse and evaluate your own and others' negotiation behaviour in terms of theoretical cultural value dimensions.
- Manage and adapt the negotiation process in cultural contexts.
- Demonstrate commitment to the professional standards of commercial negotiators.
- Demonstrate capacity to negotiate in a team environment by actively participating in and contributing to a negotiation team.
Content
- The nature of negotiation
- Negotiation communication skills
- Integrative and distributive negotiations
- Negotiation strategy (Strategy and Tactics)
- E-Negotiation
- Impact of culture and cultural element on negotiation
- Negotiation Planning
- Demystifying the secret of power in negotiation
- Ethics in negotiation
- Multiparty negotiations
QUT Business Capabilities (Postgraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge & Technical Skills (KS)
1.1 Demonstrate and apply integrated and advanced discipline and professional practice knowledge, including knowledge of relevant research principles and methods.
1.2 Apply technical, technological and technical research skills to organise and interpret discipline knowledge, including theory and practice, to investigate business issues.
Higher Order Thinking Skills (HO)
2.1 Critically investigate real world business issues and problems drawing on analysis, evaluation and synthesis of discipline knowledge, including theory and practice.
2.2 Exercise creativity and intellectual independence and make informed decisions and judgements in planning, designing, and executing strategic and research-based responses to address real world issues and problems.
Professional Communication (PC)
3.1 Use information literacy skills and communicate effectively and professionally in written forms and using media appropriate for diverse purposes, contexts and audiences.
3.2 Use information literacy skills and communicate effectively and professionally in oral forms appropriate for diverse purposes, contexts and audiences.
Teamwork & Self (TS)
4.1 Exercise self-reflection and accountability in applying knowledge and skills for own learning and effective practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across a range of complex activities and contexts.
Social, Ethical & Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices of business in critically analysing and effectively responding to complex business issues.
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues and critically reflect on the responsibilities and impacts of organisations in national and international business contexts.
Learning Approaches
The emphasis in this unit is on experiential learning where the negotiating and influence skills that are introduced in the lecture presentation are applied in a practical session. The negotiation and cultural theories highlighted within the lecture provide a framework for understanding how these skills are applied.
In this unit the skills of negotiation (and particularly cross-cultural negotiation) will be reinforced by doing and reflecting. A high level of participation and engagement with exercises and class discussions will facilitate stronger learning outcomes. Each fortnight's information topic will be based on readings as indicated in the unit outline. You are asked to undertake the relevant readings before class each week to facilitate discussion.
Further information may be made available on the MGN448 Canvas Site. Detailed information on assessment tasks and requirements will be provided in class meetings and on Canvas.
This unit uses text authentification software to assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be required to submit draft and/or final versions of your written assessment tasks via the text authentification software's upload portal, which will be made available on the unit's Canvas website. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Health and safety restrictions may require changes to the planned Learning Approaches described here. Students should refer to the unit Canvas site for the latest information.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Group Negotiation Plan
As part of a negotiating team, you are to represent a client in a multi-party simulated negotiation. Your team will be required to develop a detailed negotiation plan for a multi-party negotiation. (Marks incorporate self and peer assessment of group processes).
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1), TS (4.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Negotiation Reflective Essay
This assessment requires you to write an essay that demonstrates your ability to learn from practical negotiating experiences (from the compulsory Saturday negotiations as announced via Canvas) to improve your negotiation performance over time, using relevant negotiation theories to analyse your performance and justify your plans for improvement.
Formative or Summative: Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.2), PC (3.1), TS (4.1), SE (5.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Academic integrity is a commitment to undertaking academic work and assessment in a manner that is ethical, fair, honest, respectful and accountable.
The Academic Integrity Policy sets out the range of conduct that can be a failure to maintain the standards of academic integrity. This includes, cheating in exams, plagiarism, self-plagiarism, collusion and contract cheating. It also includes providing fraudulent or altered documentation in support of an academic concession application, for example an assignment extension or a deferred exam.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Breaching QUT’s Academic Integrity Policy or engaging in conduct that may defeat or compromise the purpose of assessment can lead to a finding of student misconduct (Code of Conduct – Student) and result in the imposition of penalties under the Management of Student Misconduct Policy, ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
Lewicki, R. J., Saunders, D. M., & Barry, B. (2021). Essentials of negotiation (Seventh edition.). McGraw-Hill Education.
Other
Provided in QUT Readings via Canvas
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with lectures or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Unit Outline: Semester 1 2026, Online
| Unit code: | MGN448 |
|---|---|
| Credit points: | 12 |
| Equivalent: | MGX448 |
| Anti-requisite: | GSN462 |
Overview
In the contemporary global business environment, negotiators who understand how culture affects negotiating processes and outcomes have a decided advantage at the bargaining table. The purpose of this unit is to help you understand and apply the theory and processes of negotiation.
Learning Outcomes
On successful completion of this unit you will be able to:
- Explain and implement the skills of negotiation including planning, strategy selection, assessment of needs and interests, the use of tactics to maximise leverage, and analyse the macro and micro negotiation environment.
- Analyse and evaluate your own and others' negotiation behaviour in terms of theoretical cultural value dimensions.
- Manage and adapt the negotiation process in cultural contexts.
- Demonstrate commitment to the professional standards of commercial negotiators.
- Demonstrate capacity to negotiate in a team environment by actively participating in and contributing to a negotiation team.
Content
- The nature of negotiation
- Negotiation communication skills
- Integrative and distributive negotiations
- Negotiation strategy (Strategy and Tactics)
- E-Negotiation
- Impact of culture and cultural element on negotiation
- Negotiation Planning
- Demystifying the secret of power in negotiation
- Ethics in negotiation
- Multiparty negotiations
QUT Business Capabilities (Postgraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge & Technical Skills (KS)
1.1 Demonstrate and apply integrated and advanced discipline and professional practice knowledge, including knowledge of relevant research principles and methods.
1.2 Apply technical, technological and technical research skills to organise and interpret discipline knowledge, including theory and practice, to investigate business issues.
Higher Order Thinking Skills (HO)
2.1 Critically investigate real world business issues and problems drawing on analysis, evaluation and synthesis of discipline knowledge, including theory and practice.
2.2 Exercise creativity and intellectual independence and make informed decisions and judgements in planning, designing, and executing strategic and research-based responses to address real world issues and problems.
Professional Communication (PC)
3.1 Use information literacy skills and communicate effectively and professionally in written forms and using media appropriate for diverse purposes, contexts and audiences.
3.2 Use information literacy skills and communicate effectively and professionally in oral forms appropriate for diverse purposes, contexts and audiences.
Teamwork & Self (TS)
4.1 Exercise self-reflection and accountability in applying knowledge and skills for own learning and effective practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across a range of complex activities and contexts.
Social, Ethical & Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices of business in critically analysing and effectively responding to complex business issues.
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues and critically reflect on the responsibilities and impacts of organisations in national and international business contexts.
Learning Approaches
The emphasis in this unit is on experiential learning where the negotiating and influence skills that are introduced in the lecture presentation are applied in a practical session. The negotiation and cultural theories highlighted within the lecture provide a framework for understanding how these skills are applied.
In this unit the skills of negotiation (and particularly cross-cultural negotiation) will be reinforced by doing and reflecting. A high level of participation and engagement with exercises and class discussions will facilitate stronger learning outcomes. Each fortnight's information topic will be based on readings as indicated in the unit outline. You are asked to undertake the relevant readings before class each week to facilitate discussion.
Further information may be made available on the MGN448 Canvas Site. Detailed information on assessment tasks and requirements will be provided in class meetings and on Canvas.
This unit uses text authentification software to assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be required to submit draft and/or final versions of your written assessment tasks via the text authentification software's upload portal, which will be made available on the unit's Canvas website. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Health and safety restrictions may require changes to the planned Learning Approaches described here. Students should refer to the unit Canvas site for the latest information.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Group Negotiation Plan
As part of a negotiating team, you are to represent a client in a multi-party simulated negotiation. Your team will be required to develop a detailed negotiation plan for a multi-party negotiation. (Marks incorporate self and peer assessment of group processes).
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1), TS (4.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Negotiation Reflective Essay
This assessment requires you to write an essay that demonstrates your ability to learn from practical negotiating experiences (from the compulsory Saturday negotiations as announced via Canvas) to improve your negotiation performance over time, using relevant negotiation theories to analyse your performance and justify your plans for improvement.
Formative or Summative: Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.2), PC (3.1), TS (4.1), SE (5.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Academic integrity is a commitment to undertaking academic work and assessment in a manner that is ethical, fair, honest, respectful and accountable.
The Academic Integrity Policy sets out the range of conduct that can be a failure to maintain the standards of academic integrity. This includes, cheating in exams, plagiarism, self-plagiarism, collusion and contract cheating. It also includes providing fraudulent or altered documentation in support of an academic concession application, for example an assignment extension or a deferred exam.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Breaching QUT’s Academic Integrity Policy or engaging in conduct that may defeat or compromise the purpose of assessment can lead to a finding of student misconduct (Code of Conduct – Student) and result in the imposition of penalties under the Management of Student Misconduct Policy, ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
Lewicki, R. J., Saunders, D. M., & Barry, B. (2021). Essentials of negotiation (Seventh edition.). McGraw-Hill Education.
Other
Provided in QUT Readings via Canvas
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with lectures or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Unit Outline: Semester 2 2026, Gardens Point, Internal
| Unit code: | MGN448 |
|---|---|
| Credit points: | 12 |
| Equivalent: | MGX448 |
| Anti-requisite: | GSN462 |
Overview
In the contemporary global business environment, negotiators who understand how culture affects negotiating processes and outcomes have a decided advantage at the bargaining table. The purpose of this unit is to help you understand and apply the theory and processes of negotiation.
Learning Outcomes
On successful completion of this unit you will be able to:
- Explain and implement the skills of negotiation including planning, strategy selection, assessment of needs and interests, the use of tactics to maximise leverage, and analyse the macro and micro negotiation environment.
- Analyse and evaluate your own and others' negotiation behaviour in terms of theoretical cultural value dimensions.
- Manage and adapt the negotiation process in cultural contexts.
- Demonstrate commitment to the professional standards of commercial negotiators.
- Demonstrate capacity to negotiate in a team environment by actively participating in and contributing to a negotiation team.
Content
- The nature of negotiation
- Negotiation communication skills
- Integrative and distributive negotiations
- Negotiation strategy (Strategy and Tactics)
- E-Negotiation
- Impact of culture and cultural element on negotiation
- Negotiation Planning
- Demystifying the secret of power in negotiation
- Ethics in negotiation
- Multiparty negotiations
QUT Business Capabilities (Postgraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge & Technical Skills (KS)
1.1 Demonstrate and apply integrated and advanced discipline and professional practice knowledge, including knowledge of relevant research principles and methods.
1.2 Apply technical, technological and technical research skills to organise and interpret discipline knowledge, including theory and practice, to investigate business issues.
Higher Order Thinking Skills (HO)
2.1 Critically investigate real world business issues and problems drawing on analysis, evaluation and synthesis of discipline knowledge, including theory and practice.
2.2 Exercise creativity and intellectual independence and make informed decisions and judgements in planning, designing, and executing strategic and research-based responses to address real world issues and problems.
Professional Communication (PC)
3.1 Use information literacy skills and communicate effectively and professionally in written forms and using media appropriate for diverse purposes, contexts and audiences.
3.2 Use information literacy skills and communicate effectively and professionally in oral forms appropriate for diverse purposes, contexts and audiences.
Teamwork & Self (TS)
4.1 Exercise self-reflection and accountability in applying knowledge and skills for own learning and effective practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across a range of complex activities and contexts.
Social, Ethical & Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices of business in critically analysing and effectively responding to complex business issues.
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues and critically reflect on the responsibilities and impacts of organisations in national and international business contexts.
Learning Approaches
The emphasis in this unit is on experiential learning where the negotiating and influence skills that are introduced in the lecture presentation are applied in a practical session. The negotiation and cultural theories highlighted within the lecture provide a framework for understanding how these skills are applied.
In this unit the skills of negotiation (and particularly cross-cultural negotiation) will be reinforced by doing and reflecting. A high level of participation and engagement with exercises and class discussions will facilitate stronger learning outcomes. Each fortnight's information topic will be based on readings as indicated in the unit outline. You are asked to undertake the relevant readings before class each week to facilitate discussion.
Further information may be made available on the MGN448 Canvas Site. Detailed information on assessment tasks and requirements will be provided in class meetings and on Canvas.
This unit uses text authentification software to assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be required to submit draft and/or final versions of your written assessment tasks via the text authentification software's upload portal, which will be made available on the unit's Canvas website. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Health and safety restrictions may require changes to the planned Learning Approaches described here. Students should refer to the unit Canvas site for the latest information.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Group Negotiation Plan
As part of a negotiating team, you are to represent a client in a multi-party simulated negotiation. Your team will be required to develop a detailed negotiation plan for a multi-party negotiation. (Marks incorporate self and peer assessment of group processes).
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1), TS (4.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Negotiation Reflective Essay
This assessment requires you to write an essay that demonstrates your ability to learn from practical negotiating experiences (from the compulsory Saturday negotiations as announced via Canvas) to improve your negotiation performance over time, using relevant negotiation theories to analyse your performance and justify your plans for improvement.
Formative or Summative: Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.2), PC (3.1), TS (4.1), SE (5.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Academic integrity is a commitment to undertaking academic work and assessment in a manner that is ethical, fair, honest, respectful and accountable.
The Academic Integrity Policy sets out the range of conduct that can be a failure to maintain the standards of academic integrity. This includes, cheating in exams, plagiarism, self-plagiarism, collusion and contract cheating. It also includes providing fraudulent or altered documentation in support of an academic concession application, for example an assignment extension or a deferred exam.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Breaching QUT’s Academic Integrity Policy or engaging in conduct that may defeat or compromise the purpose of assessment can lead to a finding of student misconduct (Code of Conduct – Student) and result in the imposition of penalties under the Management of Student Misconduct Policy, ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
Lewicki, R. J., Saunders, D. M., & Barry, B. (2021). Essentials of negotiation (Seventh edition.). McGraw-Hill Education.
Other
Provided in QUT Readings via Canvas
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with lectures or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.
Unit Outline: Semester 2 2026, Online
| Unit code: | MGN448 |
|---|---|
| Credit points: | 12 |
| Equivalent: | MGX448 |
| Anti-requisite: | GSN462 |
Overview
In the contemporary global business environment, negotiators who understand how culture affects negotiating processes and outcomes have a decided advantage at the bargaining table. The purpose of this unit is to help you understand and apply the theory and processes of negotiation.
Learning Outcomes
On successful completion of this unit you will be able to:
- Explain and implement the skills of negotiation including planning, strategy selection, assessment of needs and interests, the use of tactics to maximise leverage, and analyse the macro and micro negotiation environment.
- Analyse and evaluate your own and others' negotiation behaviour in terms of theoretical cultural value dimensions.
- Manage and adapt the negotiation process in cultural contexts.
- Demonstrate commitment to the professional standards of commercial negotiators.
- Demonstrate capacity to negotiate in a team environment by actively participating in and contributing to a negotiation team.
Content
- The nature of negotiation
- Negotiation communication skills
- Integrative and distributive negotiations
- Negotiation strategy (Strategy and Tactics)
- E-Negotiation
- Impact of culture and cultural element on negotiation
- Negotiation Planning
- Demystifying the secret of power in negotiation
- Ethics in negotiation
- Multiparty negotiations
QUT Business Capabilities (Postgraduate)
The content and assessment in this unit are aligned to a selection of the following set of QUT Business Capabilities, also known as Assurance of Learning Goals (AoLs). Developing these capabilities will assist you to meet the desired graduate outcomes set at QUT and equip you with the knowledge and skills to succeed in your chosen career.
Knowledge & Technical Skills (KS)
1.1 Demonstrate and apply integrated and advanced discipline and professional practice knowledge, including knowledge of relevant research principles and methods.
1.2 Apply technical, technological and technical research skills to organise and interpret discipline knowledge, including theory and practice, to investigate business issues.
Higher Order Thinking Skills (HO)
2.1 Critically investigate real world business issues and problems drawing on analysis, evaluation and synthesis of discipline knowledge, including theory and practice.
2.2 Exercise creativity and intellectual independence and make informed decisions and judgements in planning, designing, and executing strategic and research-based responses to address real world issues and problems.
Professional Communication (PC)
3.1 Use information literacy skills and communicate effectively and professionally in written forms and using media appropriate for diverse purposes, contexts and audiences.
3.2 Use information literacy skills and communicate effectively and professionally in oral forms appropriate for diverse purposes, contexts and audiences.
Teamwork & Self (TS)
4.1 Exercise self-reflection and accountability in applying knowledge and skills for own learning and effective practice.
4.2 Apply teamwork knowledge and skills for effective collaboration across a range of complex activities and contexts.
Social, Ethical & Global Understanding (SE)
5.1 Demonstrate and apply knowledge of ethical and legal principles and practices of business in critically analysing and effectively responding to complex business issues.
5.2 Demonstrate and apply knowledge of socially responsible behaviour in analysing and addressing business issues and critically reflect on the responsibilities and impacts of organisations in national and international business contexts.
Learning Approaches
The emphasis in this unit is on experiential learning where the negotiating and influence skills that are introduced in the lecture presentation are applied in a practical session. The negotiation and cultural theories highlighted within the lecture provide a framework for understanding how these skills are applied.
In this unit the skills of negotiation (and particularly cross-cultural negotiation) will be reinforced by doing and reflecting. A high level of participation and engagement with exercises and class discussions will facilitate stronger learning outcomes. Each fortnight's information topic will be based on readings as indicated in the unit outline. You are asked to undertake the relevant readings before class each week to facilitate discussion.
Further information may be made available on the MGN448 Canvas Site. Detailed information on assessment tasks and requirements will be provided in class meetings and on Canvas.
This unit uses text authentification software to assist students to develop the academic skills required to correctly use and cite reference material as well as to check citations and determine possible instances of plagiarism. You will be required to submit draft and/or final versions of your written assessment tasks via the text authentification software's upload portal, which will be made available on the unit's Canvas website. Your Unit Coordinator will provide detailed information on how the software will be used in this unit.
Health and safety restrictions may require changes to the planned Learning Approaches described here. Students should refer to the unit Canvas site for the latest information.
Feedback on Learning and Assessment
Students will receive feedback in various forms throughout the semester which may include:
- Informal: worked examples, such as verbal feedback in class, personal consultation
- Formal: in writing, such as checklists (e.g. criteria sheets), written commentary
- Direct: to individual students, either in written form or in consultation
- Indirect: to the whole class
Assessment
Overview
Students may be required to attend campus or an assessment centre for the purposes of assessment, regardless of the attendance mode for the unit.
Unit Grading Scheme
7- point scale
Assessment Tasks
Assessment: Group Negotiation Plan
As part of a negotiating team, you are to represent a client in a multi-party simulated negotiation. Your team will be required to develop a detailed negotiation plan for a multi-party negotiation. (Marks incorporate self and peer assessment of group processes).
Formative or Summative: Formative and Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.1; 2.2), PC (3.1), TS (4.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Assessment: Negotiation Reflective Essay
This assessment requires you to write an essay that demonstrates your ability to learn from practical negotiating experiences (from the compulsory Saturday negotiations as announced via Canvas) to improve your negotiation performance over time, using relevant negotiation theories to analyse your performance and justify your plans for improvement.
Formative or Summative: Summative
Business Capabilities (AoL goals): KS (1.1), HO (2.2), PC (3.1), TS (4.1), SE (5.2)
This assignment is eligible for the 48-hour late submission period and assignment extensions.
Academic Integrity
Academic integrity is a commitment to undertaking academic work and assessment in a manner that is ethical, fair, honest, respectful and accountable.
The Academic Integrity Policy sets out the range of conduct that can be a failure to maintain the standards of academic integrity. This includes, cheating in exams, plagiarism, self-plagiarism, collusion and contract cheating. It also includes providing fraudulent or altered documentation in support of an academic concession application, for example an assignment extension or a deferred exam.
You are encouraged to make use of QUT’s learning support services, resources and tools to assure the academic integrity of your assessment. This includes the use of text matching software that may be available to assist with self-assessing your academic integrity as part of the assessment submission process.
Breaching QUT’s Academic Integrity Policy or engaging in conduct that may defeat or compromise the purpose of assessment can lead to a finding of student misconduct (Code of Conduct – Student) and result in the imposition of penalties under the Management of Student Misconduct Policy, ranging from a grade reduction to exclusion from QUT.
Resources
Resource Materials
Prescribed text(s)
Lewicki, R. J., Saunders, D. M., & Barry, B. (2021). Essentials of negotiation (Seventh edition.). McGraw-Hill Education.
Other
Provided in QUT Readings via Canvas
Risk Assessment Statement
There are no out-of-the-ordinary risks associated with lectures or tutorials in this unit. You should, however, familiarise yourself with evacuation procedures operating in the buildings in which you attend classes and take the time to
view the Emergency video.