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BMGT20190

Academic Year 2025/2026

Introduction to Negotiations (BMGT20190)

Subject:
Business Management
College:
Business
School:
Business
Level:
2 (Intermediate)
Credits:
5
Module Coordinator:
Dr Brona Russell
Trimester:
Spring
Mode of Delivery:
On Campus
Internship Module:
No
How will I be graded?
Letter grades

Curricular information is subject to change.

Negotiation is the process through which conflicts are resolved, resources are allocated, and agreements are made. The types and contexts of negotiation vary widely from minor disagreements amongst friends to complex, high-risk commercial, legal or political negotiations. In this module you will gain a broad understanding of the concepts, frameworks and theories of conflict and negotiation and the body of empirical research that supports them. You will learn to differentiate between effective and ineffective negotiation strategies and tactics and how to create and claim value when negotiating.

Throughout the module you will engage in hands-on negotiation exercises, class discussion and reflection. These will contribute to your overall assessment; therefore, attendance in class is essential.

Materials: Students are required to register and pay for access to the negotiations website idecisiongames.com (estimated at 60 euros). The textbook is free through the UCD library.

About this Module

Learning Outcomes:

The objective of this module is to provide you with the tools and skills to help you become an effective negotiator and to give you experience of negotiating. On completion of this module, you will be able to:
1. Understand negotiation as a collaborative decision-making process.
2. Have a broad understanding of the central concepts in negotiation. These concepts will be the building blocks from which we can systematically understand and evaluate a negotiation process and develop a toolbox of effective negotiation principles and tactics derived from theory and empirical evidence.
3. Learn how to apply this toolbox of principles and tactics in practice to improve your negotiation skills, processes, and outcomes.
4. Become a more reflective negotiator. Adopt the habit of continually evaluating, and seeking to enhance, your knowledge and effectiveness.

Indicative Module Content:

Claiming Value
Creating Value
Strategies of Influence
Dispute Resolution
Multi-round Negotiations
Team Negotiations


Student Effort Hours:
Student Effort Type Hours
Lectures

24
Specified Learning Activities

48
Autonomous Student Learning

28
Total

100

Approaches to Teaching and Learning:
This module takes an experiential, problem-solving approach. Its aim is to help you to hone your negotiation skills through real experiences of negotiating. The success of this module depends on your engagement in class exercises and discussions. You will be required to prepare for and take part in negotiation exercises and role-plays. Therefore, attendance at all classes is mandatory.

Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Not applicable to this module.
 

Assessment Strategy
Description Timing Component Scale Must Pass Component % of Final Grade In Module Component Repeat Offered
Exam (In-person): In-class midterm designed to assess mastery of core negotiation concepts and terminology. One hour, short answer and multiple choice. Week 6, Week 7 Graded No
40
 No
Portfolio: Preparation, execution, and reflection on weekly in-class negotiations. Independent application project and overall module learning summary. Week 1, Week 2, Week 3, Week 4, Week 5, Week 6, Week 7, Week 8, Week 9, Week 10, Week 11, Week 12 Graded No
60
 No

Carry forward of passed components
Yes
 

Resit In Terminal Exam
Autumn No
Please see Student Jargon Buster for more information about remediation types and timing. 

Feedback Strategy/Strategies

• Feedback individually to students, post-assessment
• Group/class feedback, post-assessment
• Online automated feedback
• Peer review activities
• Self-assessment activities

How will my Feedback be Delivered?

Instructor will provide class feedback on each negotiation exercise conducted within class. Students can also study their performance on the simulation website. Individual assignments will receive instructor and peer feedback.

A list of academic articles can be found in Brightspace

Timetabling information is displayed only for guidance purposes, relates to the current Academic Year only and is subject to change.
Spring Lecture Offering 1 Week(s) - 20, 21, 22, 23, 24, 25, 26, 29, 31, 32, 33 Fri 11:00 - 12:50
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