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MN50775: 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: Masters UG & PG (FHEQ level 7)
Semester 2
Assessment Summary: CW 100%
Further information on unit assessment Assessment Detail:
  • Assessment detail for this unit will be available shortly.
Supplementary Assessment:
Like-for-like reassessment (where allowed by programme regulations)
Requisites: Before taking this module you must take MN50451
In taking this module you may not take any other modules in negotiation
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 demonstrate students' ability to:
* analyse and discuss the values, motivations, and psychological biases that drive people's behaviors in negotiations and conflict situations
* apply and critically reflect on the skills, concepts, and principles that are used in negotiations in a variety of contexts
* evaluate 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.

* Negotiation exercises that illustrate important elements and aspects of negotiations (e.g., how to manage the tension between competition and cooperation, how to establish trust, how to gain power, how to handle information, how to negotiate in groups, etc.)
* Class discussion and debriefing of each exercise
* Lectures on core negotiation concepts and principles related to each exercise.

Programme availability:

MN50775 is Optional on the following programmes:

School of Management


  • 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.
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