BMGT45390 Managing Negotiat.Process(Mod)

Academic Year 2023/2024

The module equips students with both the practical skills and theoretical understanding required to improve their negotiation abilities. It presents a universally applicable approach to negotiation and explores a wide variety of negotiation contexts. Participants will acquire negotiation skills that can be applied to any business or personal interaction with 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
• Understand their own negotiation style and identify areas for skill development.

Indicative Module Content:

Typical topics to be addressed include
• Negotiation planning
• Strategies for creating value
• Strategies for claiming value
• Dispute resolution
• Negotiation styles and relationships
• Negotiating job offers and salary reviews
• Cross-cultural negotiation

Student Effort Type Hours


Specified Learning Activities


Autonomous Student 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
Assignment: Negotiation action plan Varies over the Trimester n/a Graded No


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


Carry forward of passed components
Resit In Terminal Exam
Autumn No
Feedback Strategy/Strategies

• Group/class feedback, post-assessment

How will my Feedback be Delivered?

Not yet recorded.

Lecture Offering 51 Week(s) - 36 Fri 08:30 - 18:30
Lecture Offering 51 Week(s) - 33 Sat 08:30 - 12:30
Lecture Offering 51 Week(s) - 19 Sat 08:30 - 13:00
Lecture Offering 51 Week(s) - 36 Sat 08:30 - 18:30

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