MEEN40950 Managing Negotiations

Academic Year 2022/2023

This postgraduate module, part of the Master of Engineering Management programme, is designed for engineering professionals with a minimum of five years work experience.

This module is delivered in an intensive format from weeks 1-6 of the trimester. Each week there will be a four hour workshop session (Saturday mornings).

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:

1. Synthesise the underlying structure and dynamics of various negotiation settings.
2. Prepare a negotiation strategy before entering negotiations.
3. Create “win-win” solutions in negotiations.
4. Establish trust and influence negotiation counterparts to solve problems.
5. Negotiate effectively in a wide range of negotiation contexts.

Indicative Module Content:

The Nature of Negotiation
Competitive Bargaining
Planning Negotiation Strategy and Tactics
Integrative Negotiation
Dispute Resolution
People and Relationships
Negotiating Job Offers and Salary Reviews
Power, Persuasion and Ethics
Cross-Cultural Negotiation
Third Party Intervention
Multiparty, Multi-issue Negotiation

Student Effort Hours: 
Student Effort Type Hours


Specified Learning Activities


Autonomous Student Learning




Approaches to Teaching and Learning:
The module consists of both theoretical and practical elements. Classes include lectures, discussion, negotiation exercises such as role-playing, case study analysis and videos. Negotiation role-plays between teams provide students with the opportunity to practice new skills. Videos are used to illustrate certain points of negotiation theory and tactics and to demonstrate effective and ineffective negotiation techniques.
Requirements, Exclusions and Recommendations
Learning Requirements:

This postgraduate module, part of the Master of Engineering Management programme, is designed for engineering professionals with a minimum of five years work experience.

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: Group Project Varies over the Trimester n/a Graded No


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


Examination: 2 hour end of semester exam. 2 hour End of Trimester Exam No Graded No


Carry forward of passed components
Resit In Terminal Exam
Summer No
Please see Student Jargon Buster for more information about remediation types and timing. 
Feedback Strategy/Strategies

• Feedback individually to students, on an activity or draft prior to summative assessment
• Feedback individually to students, post-assessment
• Group/class feedback, post-assessment
• Peer review activities

How will my Feedback be Delivered?

Not yet recorded.

Thompson, Leigh, The Mind and Heart of the Negotiator, 6th edition (Global edition), Prentice Hall, 2014.
Name Role
Mr Stephen Boyle Lecturer / Co-Lecturer