The learning strategy for the module requires students to commit 150 learning hours (including assessment) of this there will be 24 hours of class support and 126 hours of independent and self directed study (12 hours of formal lectures/large group activities, 12 hours of tutorials). Support will also be given by access to Scheduled Office Hours to support the module. Learning support materials will be provide by the module.

The module content will be presented using a mix of staff delivery of propositions, evidence and conclusions concerning a variety of techniques relevant to effective group negotiations, and participation in group activities exploring and assessing negotiation skills and techniques. Role-plays and directed reading.

An assignment of no more than 2000 words
(Tests All Learning Outcomes) - 100%

The module examines how people and companies negotiate and can analyse and improve their negotiating techniques and positions. The content includes:
How power is used within the negotiation to gain advantages or leverage over the other party. The source of power through which the negotiation proceeds and how the influence of the various sources of power may change through the negotiation process. The differences between the Integrative v Distributive approaches to negotiation.
Skills developed
- An ability to differentiate between distributive and integrative approaches to negotiations.
- An ability to critically assess different concepts of power and their application in negotiations.
An ability to communicate information, ideas problems and solutions to both specialists and non-specialists.

Lewicki, R. Saunders, D. & Minton, (2001), Negotiation, Irwin McGraw-Hill, Singapore

The University library and this negotiating skills website:
http://www.staffs.ac.uk/schools/business/ramsay/negotiation/