Course coordinator
Associate Professor Yunxia Zhu
Course overview
- Study period
- Semester 1, 2025 (24/02/2025 - 21/06/2025)
- Study level
- Undergraduate
- Location
- St Lucia
- Attendance mode
- In Person
- Units
- 2
- Administrative campus
- St Lucia
- Coordinating unit
- Business School
Negotiation is a process used to exchange and resolve disputes. It also has the potential to build cooperative external relationships with a broad diversity of suppliers, clients, and other stakeholders. This makes negotiation a fundamental skill for both leaders and managers. Managing business operations in a dynamic global context requires the capability to establish international partnerships and broker agreements with people in cultures and environments vastly different to what is known and understood. This course builds foundational knowledge and skill in business negotiations across contexts. Students will actively engage in development of their negotiation skills through active learning, simulations, and analysing and critically reflecting on their own ongoing practice.
Increasingly, businesses rely on securing talent and resources located across the globe to be more effective in reaching their goals. Negotiation can be used to facilitate that process, by helping people to exchange, resolve disputes, and build working relationships.
This course provides an overview of the theory and practice of negotiating in a global economy. The course provides students practical skills in the strategies and tactics used by negotiators to negotiate employment contracts, business transactions, as well as trade agreements.
As a first step, you should read this course profile to gain a general understanding of the course. The assessments and the rules that apply to this course may vary from other courses that you have undertaken at UQ.
Sustainable Development Goals - UQ Business School is a proud supporter and Advanced Signatory of the United Nations Principles for Responsible Management Education (UN PRME). As part of the largest global collaboration between business schools and the UN, the school emphasises its role in empowering students to drive societal transformation through the Sustainable Development Goals. The SDGs highlight that a thriving economy relies on a healthy environment, aiming to balance economic growth, social well-being, and environmental protection for a sustainable future.
Course requirements
Prerequisites
You'll need to complete the following courses before enrolling in this one:
MGTS2603
Incompatible
You can't enrol in this course if you've already completed the following:
MGTS7310
Restrictions
Quota: Minimum of 35 enrolments
Course contact
Course staff
Lecturer
Associate Professor Yunxia Zhu
Timetable
The timetable for this course is available on the UQ Public Timetable.
Additional timetable information
Please note: Teaching staff do not have access to the timetabling system to help with class allocation. Therefore, should you need help with your timetable and/or allocation of classes, please ensure you email business.mytimetable@uq.edu.au from your UQ student email account with the following details:
- Full Name
- Student ID
- Course Code
Aims and outcomes
This course aims to provide an overview of the theory and practice of negotiating in a global economy. It will provide students with a framework for understanding negotiation in the workplace. It will engage students in practical exercises that help explain tactics and strategies used by negotiators, and introduce the concept of cultural differences.
Learning outcomes
After successfully completing this course you should be able to:
LO1.
Understand and discuss the purposes of, and major approaches to, negotiation.
LO2.
Understand and analyse the complexities of interpersonal interactions.
LO3.
Reflect on your strengths and weaknesses as a negotiator.
LO4.
Appreciate and understand the basics of cultural differences.
LO5.
Effectively manage teamwork in a negotiation context.
Assessment
Assessment summary
| Category | Assessment task | Weight | Due date |
|---|---|---|---|
| Examination |
In-Semester Examination
|
25% |
30/04/2025
During Class 90 minutes in total, including 10 minutes planning time and 80 minutes writing time. |
| Reflection |
Negotiation Personal Reflection
|
40% |
16/05/2025 3:00 pm |
| Notebook/ Logbook, Participation/ Student contribution |
Group negotiation exercise
|
30% |
Group Negotiation Plan 19/05/2025 1:00 pm Group Negotiation Exercise, During Class 28/05/2025 8:00 pm |
| Reflection, Role play/ Simulation | Field Report | 5% |
30/05/2025 3:00 pm |
Assessment details
In-Semester Examination
- Mode
- Written
- Category
- Examination
- Weight
- 25%
- Due date
30/04/2025
During Class 90 minutes in total, including 10 minutes planning time and 80 minutes writing time.
- Other conditions
- Time limited.
- Learning outcomes
- L01, L02
Task description
The purpose of this exam is for you to demonstrate your knowledge and understanding of the issues addressed in the course.
You will be assessed on topics covered in class and in the assigned readings.
The exam will comprise a mix of multiple choice and short answer questions.
Further details about the exam will be discussed in class.
AI Statement:
This assessment task evaluates students' abilities, skills and knowledge without the aid of generative Artificial Intelligence (AI). Students are advised that the use of AI technologies to develop responses is strictly prohibited and may constitute student misconduct under the Student Code of Conduct.
Exam details
| Planning time | 10 minutes |
|---|---|
| Duration | 80 minutes |
| Calculator options | (In person) Casio FX82 series only or UQ approved and labelled calculator |
| Open/closed book | Closed Book examination - no written materials permitted |
| Exam platform | Paper based |
| Invigilation | Invigilated in person |
Submission guidelines
Deferral or extension
You may be able to defer this exam.
Negotiation Personal Reflection
- Mode
- Written
- Category
- Reflection
- Weight
- 40%
- Due date
16/05/2025 3:00 pm
- Other conditions
- Longitudinal.
- Learning outcomes
- L01, L02, L03
Task description
You will reflect on five in-class negotiation exercises you have completed, reflecting on your preparation, bargaining style, and outcomes, as well as avenues for future improvement.
Further details will be given during class and in Blackboard announcements.
Word limit: 2,000 words
Format: APA style, 1 inch borders, 12-point Times New Roman font, double spaced.
Cover page with student name and ID number required.
AI Statement:
This assessment task evaluates students' abilities, skills and knowledge without the aid of generative Artificial Intelligence (AI). Students are advised that the use of AI technologies to develop responses is strictly prohibited and may constitute student misconduct under the Student Code of Conduct.
Submission guidelines
Submit through the Turnitin link on BlackBoard.
Deferral or extension
You may be able to apply for an extension.
Late submission
A penalty of 10% of the maximum possible mark will be deducted per 24 hours from time submission is due for up to 7 days. After 7 days, you will receive a mark of 0.
Group negotiation exercise
- Team or group-based
- Mode
- Activity/ Performance, Product/ Artefact/ Multimedia
- Category
- Notebook/ Logbook, Participation/ Student contribution
- Weight
- 30%
- Due date
Group Negotiation Plan 19/05/2025 1:00 pm
Group Negotiation Exercise, During Class 28/05/2025 8:00 pm
- Learning outcomes
- L01, L02, L04, L05
Task description
There are two parts to this assessment, Part A - Group Negotiation Plan and Part B Group Negotiation Exercise
Part A - Group Negotiation Plan (20% of total mark)
This document will set out each team's strategies for team negotiations over two weeks. Details about requitements for this document will be distributed and discussed in class. See Blackboard for notices and announcements.
Part B - Group Negotiation Exercise (5%)
This is a group project - it cannot be completed individually.
Groups will engage in an exercise that will depend on the skills developed during the course.
Full details of the exercise will be distributed and discussed in class. See Blackboard for notices and announcements.
Peer evaluation (5%)
AI Statement:
This assessment task evaluates students' abilities, skills and knowledge without the aid of generative Artificial Intelligence (AI). Students are advised that the use of AI technologies to develop responses is strictly prohibited and may constitute student misconduct under the Student Code of Conduct.
Submission guidelines
Deferral or extension
You may be able to apply for an extension.
Late submission
A penalty of 10% of the maximum possible mark will be deducted per 24 hours from time submission is due for up to 7 days. After 7 days, you will receive a mark of 0.
Field Report
- Mode
- Written
- Category
- Reflection, Role play/ Simulation
- Weight
- 5%
- Due date
30/05/2025 3:00 pm
- Learning outcomes
- L03
Task description
I will ask you to go out and ask for something. Ask for something you typically would have accepted “as is” or at full price. You might ask for a discount, for something extra, anything that you would not have asked for normally. Keep in mind that you’ll often be in a better position to have your request granted if you’re also delivering, or have the potential to deliver, some benefit to the other party. Finally, these should be real negotiations. You cannot tell the other party you are negotiating for class. Have fun and practice your skills in the real world. The deliverable for this assignment is a short write-up about the deal you achieved and the value of the deal (less than 1 page). Details and marking criteria will be discussed in class and provided on Blackboard.
AI Statement:
This assessment task evaluates students' abilities, skills and knowledge without the aid of generative Artificial Intelligence (AI). Students are advised that the use of AI technologies to develop responses is strictly prohibited and may constitute student misconduct under the Student Code of Conduct.
Submission guidelines
Submit via TurnitIn link provided on Blackboard
Deferral or extension
You may be able to apply for an extension.
Late submission
A penalty of 10% of the maximum possible mark will be deducted per 24 hours from time submission is due for up to 7 days. After 7 days, you will receive a mark of 0.
Course grading
Full criteria for each grade is available in the Assessment Procedure.
| Grade | Cut off Percent | Description |
|---|---|---|
| 1 (Low Fail) | 0 - 29 |
Absence of evidence of achievement of course learning outcomes. |
| 2 (Fail) | 30 - 46 |
Minimal evidence of achievement of course learning outcomes. |
| 3 (Marginal Fail) | 47 - 49 |
Demonstrated evidence of developing achievement of course learning outcomes |
| 4 (Pass) | 50 - 64 |
Demonstrated evidence of functional achievement of course learning outcomes. |
| 5 (Credit) | 65 - 74 |
Demonstrated evidence of proficient achievement of course learning outcomes. |
| 6 (Distinction) | 75 - 84 |
Demonstrated evidence of advanced achievement of course learning outcomes. |
| 7 (High Distinction) | 85 - 1000 |
Demonstrated evidence of exceptional achievement of course learning outcomes. |
Additional course grading information
Grades will be allocated according to University-wide standards of criterion-based assessment.
Supplementary assessment
Supplementary assessment is available for this course.
Learning resources
You'll need the following resources to successfully complete the course. We've indicated below if you need a personal copy of the reading materials or your own item.
Library resources
Find the required and recommended resources for this course on the UQ Library website.
Learning activities
The learning activities for this course are outlined below. Learn more about the learning outcomes that apply to this course.
Filter activity type by
Please select
| Learning period | Activity type | Topic |
|---|---|---|
Week 1 |
Seminar |
Introduction to the course Learning outcomes: L01, L02, L03 |
Week 2 |
Seminar |
Claiming value Learning outcomes: L01, L03 |
Week 3 |
Seminar |
The nature of negotiations Learning outcomes: L01, L02, L03 |
Week 4 |
Seminar |
Creating value Learning outcomes: L01, L02, L03 |
Week 5 |
Seminar |
Differentiation & exploration Learning outcomes: L01, L02, L03 |
Week 6 |
Seminar |
Dispute and mediation Learning outcomes: L01, L02, L04 |
Week 7 |
Seminar |
Negotiation strategies Week 7 Learning outcomes: L01, L02, L03 |
Week 8 |
Seminar |
Multiparty negotiation Learning outcomes: L01, L02, L03 |
Mid-sem break |
No student involvement (Breaks, information) |
In-Semester Break No Tutorial this week. |
Week 9 |
Seminar |
In-Semester Examination In-Class Exam |
Week 10 |
Seminar |
Cross-cultural differences Learning outcomes: L04 |
Week 11 |
Seminar |
Group negotiation part 1 debrief Learning outcomes: L01, L02, L05 |
Week 12 |
Seminar |
Group negotiation part 2 debrief Learning outcomes: L01, L02, L03 |
Week 13 (26 May - 01 Jun) |
Seminar |
Course Summary and Review |
Additional learning activity information
Sustainable Development Goals
This course integrates the following Sustainable Development Goals (SDGs) throughout course learning activities.
Policies and procedures
University policies and procedures apply to all aspects of student life. As a UQ student, you must comply with University-wide and program-specific requirements, including the:
- Student Code of Conduct Policy
- Student Integrity and Misconduct Policy and Procedure
- Assessment Procedure
- Examinations Procedure
- Reasonable Adjustments - Students Policy and Procedure
Learn more about UQ policies on my.UQ and the Policy and Procedure Library.