Explore UCD

UCD Home >

BMGT43600

Academic Year 2025/2026

Managing the negotiation proce (BMGT43600)

Subject:
Business Management
College:
Business
School:
Business
Level:
4 (Masters)
Credits:
10
Module Coordinator:
Mr Stephen Boyle
Trimester:
Autumn
Mode of Delivery:
On Campus
Internship Module:
No
How will I be graded?
Letter grades

Curricular information is subject to change.

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. Examination of negotiation theory is paired with role-play and examination of real-world negotiations. Participants will acquire negotiation skills that are valuable in all business and personal interactions that involve conflicting objectives and the potential for negotiation.

About this Module

Learning Outcomes:

On completion of this module, students should be able to:
· Explain the underlying structure and dynamics of various negotiation settings
· Develop a plan before entering into a negotiation
· Analyse complex, realistic negotiation situations and develop appropriate strategies for them
· Create “win-win” solutions in negotiations
· Identify and manage negotiation challenges relating to trust, influence and emotion.
· Identify effective and ineffective strategies and tactics in a wide range of negotiation situations.

Student Effort Hours:
Student Effort Type Hours
Lectures

36
Small Group

1
Specified Learning Activities

75
Autonomous Student Learning

90
Total

202

Approaches to Teaching and Learning:
Lectures etc

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): Exam End of trimester
Duration:
2 hr(s)
 Graded No
35
 No
Group Work Assignment: Group assignment on negotiation planning. Week 10 Graded No
30
 No
Reflective Assignment: This assignment is a multi-part learning journal. Week 11 Graded No
35
 No

Carry forward of passed components
Yes
 

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?

Not yet recorded.

Timetabling information is displayed only for guidance purposes, relates to the current Academic Year only and is subject to change.
Autumn Lecture Offering 1 Week(s) - 7 Thurs 14:00 - 16:50
Autumn Lecture Offering 1 Week(s) - 1, 2, 3, 4, 5, 7, 8, 9, 10, 11, 12 Tues 14:30 - 17:20
Print this page
Fill in the following details:
Enter the body of your query here.

From time to time UCD would like to send you further information that we feel, based on your enquiry, would be of interest to you.