BMGT42780 Managing the Negotiation Process

Academic Year 2021/2022

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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Curricular information is subject to change

Learning Outcomes:

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.

Student Effort Type Hours


Specified Learning Activities


Autonomous Student Learning




Requirements, Exclusions and Recommendations

Not applicable to this module.

Module Requisites and Incompatibles
BMGT43250 - Mng Negotiation Process(Midwk)

Assessment Strategy  
Description Timing Open Book Exam Component Scale Must Pass Component % of Final Grade
Examination: Exam 2 hour End of Trimester Exam No Graded No


Journal: Individual learning journal Varies over the Trimester n/a Graded No


Carry forward of passed components
Resit In Terminal Exam
Autumn Yes - 2 Hour
Feedback Strategy/Strategies

• Feedback individually to students, post-assessment

How will my Feedback be Delivered?

Not yet recorded.

Name Role
Ms Roisin O'Loughlin Tutor
Ms Agnieszka Wisniewska Tutor

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