The theories, techniques and skills involved in professional, commercial negotiating. Openings. Planning Skills. Integrative v Distributive approaches. An exploration of distributive negotiating techniques. An introduction to negotiating styles. Negotiating tactics. Team negotiating principles. Negotiation planning techniques.

The learning strategy for the module requires students to commit 150 learning hours (including assessment). Of this there will be 36 hours of class support, and 114 hours of self-directed study. Learning support material will be provided for the module.

A mix of staff delivery of propositions, evidence and conclusions concerning a variety of techniques relevant to effective individual and group negotiations and participation in group activities exploring and assessing negotiation skills and techniques, and participating in negotiating role-plays.

An individual assignment - 80% (Assesses Learning Outcome 1 and 3)
Portfolio of documents generated in the course of the semester - 20% (Assesses Learning Outcome 2)

Lewicki R, Saunders, D & Minton (2003) Negotiation. Irwin McGraw-Hill, Singapore

J Ramsay's Learning and Grade Improvement Techniques website:-
www.staffs.ac.uk/schools/business/bsadmin/staff/s3/jamr.htm

The relating negotiated skills website :-
www.staffs.ac.uk/schools/business/ramsay/negotiation