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BUSI4ZP15: NEGOTIATION MANAGEMENT

It is possible that changes to modules or programmes might need to be made during the academic year, in response to the impact of Covid-19 and/or any further changes in public health advice.

Type Tied
Level 4
Credits 15
Availability Not available in 2023/24
Module Cap
Location Durham
Department Management and Marketing

Prerequisites

  • None.

Corequisites

  • None.

Excluded Combinations of Modules

  • None.

Aims

  • To provide students with an iterative methodology and process for effective negotiation, conflict reduction, compromise development and co-operation strategies.

Content

  • Assessment strategies for own negotiation situation
  • Strategies for learning about the negotiating partner
  • The role of context and power
  • Selecting a negotiation strategy
  • Realizing the negotiation strategy
  • Reacting in the negation process: alternative strategies
  • Tools and methodologies for conflict reduction
  • Escalation mechanisms and the involvement of third parties
  • Opportunities and threats in the negotiation process

Learning Outcomes

Subject-specific Knowledge:

  • Upon successful completion of the module, the students will:
  • have an advanced knowledge and critical awareness of different negotiation strategies and their potential impact in the negotiation process.
  • have a critical awareness of strategic leadership skills for negotiation management.

Subject-specific Skills:

  • Upon successful completion of the module, the students will:
  • be able to understand and critically assess different parties' roles in a specific negotiation situation including soft and hard factors.
  • be able to flexibly create innovative alternatives in problematic situations.
  • be able to critically appreciate and evaluate the role of third parties in the negotiation process.

Key Skills:

  • Written communication; planning, organising and time management; problem solving and analysis; using initiative; computer literacy.

Modes of Teaching, Learning and Assessment and how these contribute to the learning outcomes of the module

  • Learning outcomes will be met through a combination of lectures, group work, case studies and discussions including role play, supported by guided reading.
  • The assessment of the module by written assignment is designed to:
  • test the acquisition and articulation of knowledge and critical understanding;
  • test skills of application and interpretation.

Teaching Methods and Learning Hours

ActivityNumberFrequencyDurationTotalMonitored
Workshops (a combination of lectures, groupwork, case studies, discussion and role play).28Yes
Preparation and Reading122 
Total150 

Summative Assessment

Component: Written AssignmentComponent Weighting: 100%
ElementLength / DurationElement WeightingResit Opportunity
Written Assignment4,000 words (max)100Same

Formative Assessment

Students will receive feedback on their contributions to class and group discussions.

More information

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