BMGT43930 M'ging the Negotiation Proc

Academic Year 2023/2024

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.

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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
· 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 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
Journal: Assignments Varies over the Trimester n/a Graded No


Group Project: Group project Unspecified n/a Graded No


Carry forward of passed components
Resit In Terminal Exam
Autumn Yes - 2 Hour
Feedback Strategy/Strategies

• Feedback individually to students, post-assessment

How will my Feedback be Delivered?

Not yet recorded.

Lecture Offering 51 Week(s) - 37 Fri 09:00 - 16:50
Lecture Offering 51 Week(s) - 37 Mon 09:00 - 16:50
Lecture Offering 51 Week(s) - 37 Thurs 09:00 - 16:50
Lecture Offering 51 Week(s) - 37 Tues 09:00 - 16:50
Lecture Offering 51 Week(s) - 37 Wed 09:00 - 16:50

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