BMGT44360 Managing NegotiationProcessMSc

Academic Year 2016/2017

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. Examination of negotiation theory is paired with role-play and examination of real-world negotiations. 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

What will I learn?

Learning Outcomes:

On completion of this module, students should be able to:
· Explain the underlying structure and dynamics of various negotiation settings
· Develop a plan before entering into a negotiation
· Analyse complex, realistic negotiation situations and develop appropriate strategies for them
· Create “win-win” solutions in negotiations
· Identify and manage negotiation challenges relating to trust, influence and emotion.
· Identify effective and ineffective strategies and tactics in a wide range of negotiation situations.

How will I learn?

Student Effort Type	Hours
Lectures	36
Specified Learning Activities	120
Autonomous Student Learning	96
Total	252

Am I eligible to take this module?

Requirements, Exclusions and Recommendations

Not applicable to this module.

How will I be assessed?

Description	% of Final Grade	Timing
Examination: Examination	35	2 hour End of Trimester Exam
Journal: Individual learning journal	35	Varies over the Trimester
Group Project: Group project	30	Varies over the Trimester

What happens if I fail?

Compensation

This module is not passable by compensation

Resit Opportunities

In-semester assessment

Remediation

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