Module Details for the Academic Year 2017/2018

BMGT43250 Mng Negotiation Process(Midwk)

The module equips students with both the practical skills and theoretical understanding required to be an effective negotiator. It presents a universally applicable approach to negotiation and explores a wide variety of negotiation contexts. Participants will acquire negotiation skills that are valuable in all business and personal interactions that involve conflicting objectives and the potential for negotiation.
On completion of this module, students should be able to:
· Explain the underlying structure and dynamics of various negotiation settings
· Prepare a negotiation strategy before entering negotiations
· Create “win-win” solutions in negotiations
· Identify and manage negotiation challenges relating to trust, influence and emotion.
Item Workload
Specified Learning Activities 60 hours
Autonomous Student Learning 48 hours
Lectures 24 hours
Description FINAL Timing
Examination :Exam 40% of Final Grade 2 Hour End Of Semester Exam
Journal :Individual learning journal 60% of Final Grade Varies Over The Semester
Resit Opportunities

End of Semester Exam


If you fail this module you may repeat, resit or substitute where permissible 
Curricular information is subject to change

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