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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.

Skills:
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.

Content:

* 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

Notes:

  • 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.
  • Find out more about these and other important University terms and conditions here.