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MN30748: Negotiation

[Page last updated: 05 August 2021]

Academic Year: 2021/2
Owning Department/School: School of Management
Credits: 6 [equivalent to 12 CATS credits]
Notional Study Hours: 120
Level: Honours (FHEQ level 6)
Semester 2
Assessment Summary: CW 100%
Further information on unit assessment Assessment Detail:
  • Assessment detail for this unit will be available shortly. (CW 100%)
Supplementary Assessment:
Like-for-like reassessment (where allowed by programme regulations)
Description: Aims:
This unit aims to help students become better negotiators by understanding the general issues and the practice surrounding negotiation in business and in other contexts.

Learning Outcomes:
Successful completion of this unit will allow students to:
* Build awareness of the values, motivations, and psychological biases that drive people's behaviours in negotiations and conflict situations
* Increase familiarity with the 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 negotiation 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

Programme availability:

MN30748 is Optional on the following programmes:

School of Management
  • UMMN-ANB01 : BSc(Hons) Business Administration with Thin sandwich placement(s) (Year 4)
  • UMMN-AYB06 : BSc(Hons) International Management with Year Abroad (Year 4)
  • UMMN-AFB04 : BSc(Hons) Management (Year 3)
  • UMMN-AKB04 : BSc(Hons) Management with Year long work placement (Year 4)
  • UMMN-AKB05 : BSc(Hons) Management with Marketing with Year long work placement (Year 4)


  • This unit catalogue is applicable for the 2021/22 academic year only. Students continuing their studies into 2022/23 and beyond should not assume that this unit will be available in future years in the format displayed here for 2021/22.
  • 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.