Entrepreneurial Negotiation

Subject Code:

ENT304B

Subject Rationale:

Entrepreneurial ventures increasingly thrive or falter on the strength of their negotiations, whether securing funding, driving innovation, assembling teams, or establishing strategic partnerships. Consequently, it is imperative to armour the entrepreneurial self with the skills, strategies, tools, and techniques critical for securing mutually beneficial agreements in fast-paced, high-stakes environments, amid the evolving challenges faced by modern innovators.

This subject equips students with the entrepreneurial mindset and core negotiation skills, integrating the ethical, cultural, social, and functional dimensions of deal-making in diverse settings.  Students apply the underlying principles and mechanisms of entrepreneurial negotiation through influential communication, emotional awareness, and persuasive conflict resolution. Negotiation analytics and decision-making tools are also explored to systematically prepare for and strategise agreements, blending evidence-based insights with empathy and adaptive tactics.

Students apply these capabilities to real-world scenarios, gaining exposure to multifarious entrepreneurial ventures – settling with investors, allocating co-founder equity, managing joint ventures, and tackling multi-party or cross-border negotiations. By uniting social acumen with strategic and tactical thinking, this subject prepares students to negotiate confidently and ethically, ultimately driving sustainable growth in entrepreneurial contexts.

Learning Outcomes:

a) Evaluate negotiation theories and principles to inform strategic approaches in entrepreneurial contexts.

b) Integrate effective, ethical, and culturally appropriate personal skills to produce value-driven negotiation outcomes.

c) Formulate conflict resilience approaches that promote constructive outcomes in challenging entrepreneurial negotiations.

d) Devise adaptive negotiation strategies to navigate complex entrepreneurial venture scenarios.

e) Utilise values driven entrepreneurial negotiation skills to secure sustainable and strategically aligned outcomes in dynamic settings.

Student Assessment:

(G) = Group Assessment

*This assessment is a hurdle assessment. Hurdle requirements are a condition other than the overall mark that must be met for students to pass (50%) a subject. Failing a hurdle requirement will result in a fail grade for the subject.