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MN30748: Negotiation

[Page last updated: 23 August 2022]

Academic Year: 2022/23
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%
Assessment Detail:
  • Coursework (CW 100%)
Supplementary Assessment:
Like-for-like reassessment (where allowed by programme regulations)
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.

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.

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.

* 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 2022/23 academic year only. Students continuing their studies into 2023/24 and beyond should not assume that this unit will be available in future years in the format displayed here for 2022/23.
  • 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.