MN52118: Negotiation
[Page last updated: 23 October 2023]
| Academic Year: | 2023/24 |
| Owning Department/School: | School of Management |
| Credits: | 5 [equivalent to 10 CATS credits] |
| Notional Study Hours: | 100 |
| Level: | Masters UG & PG (FHEQ level 7) |
| Period: |
- Semester 2
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| Assessment Summary: | CWES 80%, CWRA 20% |
| Assessment Detail: |
- Individual essay (CWES 60%)
- Individual unit reflection log (CWRA 20%)
- Group essay (CWES 20%)
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| Supplementary Assessment: |
- Like-for-like reassessment (where allowed by programme regulations)
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| Requisites: |
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| Learning Outcomes: |
Successful completion of this unit will allow you to:
- Build awareness of the values, motivations, and psychological biases that drive people's behaviours in negotiations and interpersonal 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, interpersonal influence and related topics
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| Synopsis: | Improve your negotiation skills by acquiring a better understanding of people and situations, corresponding negotiating strategies and influencing techniques.' You will develop better negotiating abilities by exploring the issues and practices surrounding negotiation in business and other contexts. You'll gain knowledge of negotiation principles and how to apply them while sustaining long term relationships.
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| Content: | - 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
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| Course availability: |
MN52118 is Optional on the following courses:
School of Management
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Notes: - This unit catalogue is applicable for the 2023/24 academic year only. Students continuing their studies into 2024/25 and beyond should not assume that this unit will be available in future years in the format displayed here for 2023/24.
- Courses 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.
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