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Programme & Unit Catalogues

MN50731: Negotiation

[Page last updated: 15 October 2020]

Follow this link for further information on academic years Academic Year: 2020/1
Further information on owning departmentsOwning Department/School: School of Management
Further information on credits Credits: 6      [equivalent to 12 CATS credits]
Further information on notional study hours Notional Study Hours: 120
Further information on unit levels Level: Masters UG & PG (FHEQ level 7)
Further information on teaching periods Period:
Modular (no specific semester)
Further information on unit assessment Assessment Summary: CW 100%
Further information on unit assessment Assessment Detail:
  • COURSEWORK (CW 100%)
Further information on supplementary assessment Supplementary Assessment:
Like-for-like reassessment (where allowed by programme regulations)
Further information on requisites Requisites:
Description: Aims:
This unit aims to help students become better negotiators.

Learning Outcomes:
Successful completion of this unit will allow students to:
* Build awareness of the values, motivations, and psychological biases that drive people's behaviors in negotiations and conflict situations
* Increase familiarity with the basic skills, concepts, and principles that enable better negotiation outcomes in a variety of contexts
* Learn about research findings on negotiations and related topics.

This unit will improve negotiation skills by enabling students to better understand people and situations, corresponding negotiating strategies, and influencing techniques. They will gain knowledge of a set of negotiations principles based in research and the capability to apply them to enhance personal gains in negotiations while simultaneously sustaining long term relationships.


* Negotiation exercises that illustrate important elements and aspects of negotiations (e.g., power, trust, justice)
* Class discussion and debriefing of each exercise
* Lectures on core negotiation concepts and principles.
Further information on programme availabilityProgramme availability:

MN50731 is Optional on the following programmes:

School of Management


  • This unit catalogue is applicable for the 2020/21 academic year only. Students continuing their studies into 2021/22 and beyond should not assume that this unit will be available in future years in the format displayed here for 2020/21.
  • Programmes and units are subject to change in accordance with normal University procedures.
  • Availability of units will be subject to constraints such as staff availability, minimum and maximum group sizes, and timetabling factors as well as a student's ability to meet any pre-requisite rules.
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