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

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 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.

An assignment of no more than 2500 words (Tests All Learning Outcomes) 100%

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