Module Details for the Academic Year 2018/2019

BMGT43250 Managing the Negotiation Process

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.

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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


Autonomous Student Learning




Description % of Final Grade Timing
Examination: Exam


2 hour End of Trimester Exam
Journal: Individual learning journal


Varies over the Trimester


This module is not passable by compensation

Resit Opportunities

End of Semester Exam


If you fail this module you may repeat, resit or substitute where permissible

Module Requisites and Incompatibles

Incompatible: Mng Negotiation Process(Wkend) (BMGT42780)

Equivalent Modules

Prior Learning

Curricular information is subject to change

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