MN50731: Negotiation
 Academic Year: | 2019/0 |
| Owning Department/School: | School of Management |
| Credits: | 6 [equivalent to 12 CATS credits] |
| Notional Study Hours: | 120 |
| Level: | Masters UG & PG (FHEQ level 7) |
| Period: |
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| Assessment Summary:
| CW 100% |
| Assessment Detail: |
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| Supplementary Assessment: |
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| Description:
| Aims: This unit aims to help students become better negotiators. Learning Outcomes: Successful completion of this unit will allow students to: * Build awareness of the values, motivations, and psychological biases that drive people's behaviors in negotiations and conflict situations * Increase familiarity with the basic skills, concepts, and principles that enable better negotiation outcomes in a variety of contexts * Learn about research findings on negotiations and related topics. Skills: This unit will improve negotiation skills by enabling students to better understand people and situations, corresponding negotiating strategies, and influencing techniques. They will gain knowledge of a set of negotiations principles based in research and the capability to apply them to enhance personal gains in negotiations while simultaneously sustaining long term relationships. Content: * Negotiation exercises that illustrate important elements and aspects of negotiations (e.g., power, trust, justice) * Class discussion and debriefing of each exercise * Lectures on core negotiation concepts and principles. |
| Programme availability: |
MN50731 is Optional on the following programmes:School of Management
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Notes:
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