BMGT42780 Managing the Negotiation Process

Academic Year 2021/2022

The module equips students with both the practical skills and theoretical understanding required to be an effective negotiator. It presents a universally applicable approach to negotiation and explores a wide variety of negotiation contexts. Participants will acquire negotiation skills that are valuable in all business and personal interactions that involve conflicting objectives and the potential for negotiation.

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Curricular information is subject to change

Learning Outcomes:

On completion of this module, students should be able to:
· Explain the underlying structure and dynamics of various negotiation settings
· Prepare a negotiation strategy before entering negotiations
· Create “win-win” solutions in negotiations
· Identify and manage negotiation challenges relating to trust, influence and emotion.

Student Effort Hours: 
Student Effort Type Hours
Lectures

24

Specified Learning Activities

60

Autonomous Student Learning

48

Total

132

Approaches to Teaching and Learning:
Lectures etc 
Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Incompatibles:
BMGT43250 - Managing Negotiation Process


 
Assessment Strategy  
Description Timing Open Book Exam Component Scale Must Pass Component % of Final Grade
Examination: Exam 2 hour End of Trimester Exam No Graded No

40

Journal: Individual learning journal Varies over the Trimester n/a Graded No

60


Carry forward of passed components
Yes
 
Resit In Terminal Exam
Autumn Yes - 2 Hour
Please see Student Jargon Buster for more information about remediation types and timing. 
Feedback Strategy/Strategies

• Feedback individually to students, post-assessment

How will my Feedback be Delivered?

Not yet recorded.

Name Role
Ms Roisin O'Loughlin Tutor