Module Descriptors
BUSINESS SUCCESS THROUGH NEGOTIATION
XXXX66909
Key Facts
Faculty of Business, Education and Law
Level 6
15 credits
Hours of Study
Scheduled Learning and Teaching Activities: 30
Independent Study Hours: 120
Total Learning Hours: 150
Assessment
- ASSIGNMENT weighted at 100%
Module Details
Module Indicative Content
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 demonstrate an understanding of the concept of power and its application in negotiations.
An ability to communicate information, ideas problems and solutions to both specialists and non-specialists.
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 demonstrate an understanding of the concept of power and its application in negotiations.
An ability to communicate information, ideas problems and solutions to both specialists and non-specialists.
Module Additional Assessment Details
An assignment of no more than 2500 words (Tests All Learning Outcomes) 100%
Module Learning Strategies
The learning strategy for the module requires students to commit 150 learning hours (including assessment) of this there will be 30 hours of class support and 120 hours of independent and self directed study. Support will also be given by access to Scheduled Tutor Office Hours to support the module.
The lecture/tutorial pattern may vary with some activities taking place in medium size group workshops.
12 hours of formal lectures
6 hours of formal lectures/large group activity
12 hours of tutorials
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.
The lecture/tutorial pattern may vary with some activities taking place in medium size group workshops.
12 hours of formal lectures
6 hours of formal lectures/large group activity
12 hours of tutorials
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.
Module Resources
The University library and this negotiating skills website:
http://www.staffs.ac.uk/schools/business/ramsay/negotiation/
http://www.staffs.ac.uk/schools/business/ramsay/negotiation/
Module Texts
Lewicki, R. Saunders, D. & Minton, (2001), Negotiation, Irwin McGraw-Hill, Singapore