BMGT3024S Managing the Negotiation Proc

Academic Year 2021/2022

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.

The broad objective of this module is to provide you with the tools and skills to help you become an effective negotiator and to give you hands on experience of negotiation.

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Curricular information is subject to change

Learning Outcomes:

On completion of this module you will:

1. Understand negotiation as a collaborative decision making process.
2. Have been introduced to the central theoretical concepts in negotiation.
3. Have been provided with 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 in diverse work situations and cultural contexts.
4. Become a more reflective negotiator adopting the habit of continually evaluating, and seeking to enhance, your knowledge and effectiveness.

Student Effort Hours: 
Student Effort Type Hours


Specified Learning Activities


Autonomous Student Learning




Approaches to Teaching and Learning:
Students attend will classes for this module and have the opportunity to engage in active learning during these sessions. There will be in-class discussion and group work to analyse module concepts. Where appropriate, the module will incorporate case based learning 
Requirements, Exclusions and Recommendations

Not applicable to this module.

Module Requisites and Incompatibles
Not applicable to this module.
Assessment Strategy  
Description Timing Open Book Exam Component Scale Must Pass Component % of Final Grade
Group Project: Assignment 2 Coursework (End of Trimester) n/a Graded No


Assignment: Assignment Varies over the Trimester n/a Graded No


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

• Group/class feedback, post-assessment

How will my Feedback be Delivered?

General feedback is provided to students on all their submitted assessment components.

Name Role
Dr Christina Burke Tutor
Ms Michele Connolly Tutor
Shirley Ho Tutor
Tang Shiuh Huei Tutor
Charlene Tan Puay Koon Tutor