A Reflective Journal, covering aspects learnt during the module, (20%), (equivalent to 1,000 words) (learning outcomes 3)

A group based negotiation, including submission of supporting material, accompanying notes, summarising the process that resulted in the preparation and objectives for the negotiation (80%) (1,000 words), (learning outcomes 1-3)

The module aims to develop an understanding and practice of delivering successful professional negotiations with customers, intermediaries and major accounts.
This module will cover:
- The essentials of negotiation
- Preparation for negotiations
- Developing a Negotiating Style
- Establishing Trust and Building Relationships
- Power, Persuasion, and Ethics
- Creativity and Problem Solving in Negotiations
- Win-Win Negotiations
- Multiple Parties, Coalitions, and Teams
- Cross-Cultural Negotiation
- Negotiating via Information Technology

1. DEMONSTRATE AN UNDERSTANDING AND KNOWLEDGE OF PREPARING AND DEVELOPING EFFECTIVE NEGOTIATIONS.
Knowledge & Understanding

2. APPLY APPROPRIATE ANALYTICAL MODULES AND FRAMEWORKS TO ANALYSE, ASSESS AND RECOMMEND NEGOTIATING STYLES AND SCENARIOS.
Analysis

3. DEVELOP, PREPARE AND DELIVER AN EFFECTIVE GROUP NEGOTIATION.
Application
Communication
Problem Solving
Reflection

The module develops business negotiating skills and knowledge, and as such will involve a practical, role play approach as well as analysis on how to prepare and deliver effective sales negotiations.

The learning strategy for this module requires students to commit 150 learning hours (including assessment). This will include 12 hours of class support, delivered during two 6 hour study days. The first day will introduce the subject and explore aspects of the module content and the summative assessment. The second day will provide the opportunity to examine aspects of the subject in more depth and clarify any issues arising from the assessment brief.

In the 138 hours of independent and self directed study students are expected to engage with the learning material on the module website, undertake additional research / reading, undertake formative tasks to reinforce the learning, relate the subject to their your workplace, have contact with their Tutor / Mentor and prepare coursework assignments. The class sessions will include formal lectures, case study analysis and group discussions based on student experiences in the subject area. Students will be encouraged to integrate their work based experiences with new knowledge and skills developed in the classroom as the module progresses.

Blackboard website
University Campus Library
Off-campus, on-line library resources
Web-based journals and electronic magazines
Appropriate media material as directed by tutor
Practitioner magazines and trade associations
Access to the Internet and library resources
Presentation materials
Video facilities

Thompson (2009). The Mind and Heart of the Negotiator: International Edition, 4th Edition. Pearson
Manning & Reece (2008) Selling Today - Creating Customer Value, 10th edition. Pearson