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) |
Period: |
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Assessment Summary: | CW 100% |
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Supplementary Assessment: |
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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. 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 negotiation 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 |
Programme availability: |
MN30748 is Optional on the following programmes:School of Management
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