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

The ability to negotiate effectively is a key skill in almost every job in business and management. The higher up any organisation you progress in your chosen career in business, the more important this skill will become. This module explains the underlying theory of negotiation, offers skills and techniques for practical use, and gives you the opportunity to practice those techniques in the safe environment of the university before you have to use them in real business situations.

The content includes: sources of power negotiators can draw upon to gain advantage or leverage over other negotiating parties; an analysis of the main negotiation strategies; persuasion techniques; team negotiating practice; objective setting and negotiation planning.

1. DEMONSTRATE KNOWLEDGE AND UNDERSTANDING OF A RANGE OF COMMERCIAL NEGOTIATING TECHNIQUES
Knowledge & Understanding

2. CRITICALLY ASSESS THE PROCESS OF A NEGOTIATION USING A CONCEPTUAL MODEL
Analysis

3. DEMONSTRATE KNOWLEDGE AND UNDERSTANDING OF A RANGE OF ORGANISATIONAL AND ENVIRONMENTAL INFLUENCES ON THE PROCESS OF NEGOTIATION AND CRITICALLY ASSESS THEIR IMPACT ON BARGAINING OUTCOMES
Application

A range of resources, including, University library and IT facilities, the Internet, journals and databases and this negotiating skills website:
http://www.staffs.ac.uk/schools/business/ramsay/negotiation/

FOR INTERNATIONAL COLLABORATIVE PARTNERS ONLY

Texts Lewicki, R., Barry, B. & Saunders, D., (2010), Negotiation, Irwin McGraw-Hill, Boston

The learning strategy for this module is based around students committing a total of 150 hours of activities towards achieving the learning outcomes. These will be split between 39 hours of direct contact with a tutor and 111 hours of directed, guided and self-study, together with preparation for and completion of the assessment tasks. Learning support material will be provided for the module.
The module will draw upon a mixture of activities including lectures, web-based activities, case study analysis, relevant videos and in-class discussions, individual and group problem solving and self-directed learning.