Durham University
Programme and Module Handbook

Postgraduate Programme and Module Handbook 2007-2008 (archived)


Department: Economics, Finance and Business (Business)


Type Open Level 4 Credits 15 Availability Available in 2007/08 Module Cap None.


  • None.


  • None.

Excluded Combination of Modules

  • None.


  • To provide students with an iterative methodology and process for effective negotiation, conflict reduction, compromise development and co-operation strategies.


  • Assessment strategies for own negotiation situation
  • Strategies for learning about the negotiating partner
  • The role of context and power
  • Selecting a negotiation strategy
  • Realizing the negotiation strategy
  • Reacting in the negation process: alternative strategies
  • Tools and methodologies for conflict reduction
  • Escalation mechanisms and the involvement of third parties
  • Opportunities and threats in the negotiation process

Learning Outcomes

Subject-specific Knowledge:
  • Have an advanced knowledge and critical awareness of different negotiation strategies and their potential impact in the negotiation process.
  • Have a critical awareness of strategic leadership skills for negotiation management.
Subject-specific Skills:
  • Be able to understand and critically assess different parties' roles in a specific negotiation situation including soft and hard factors.
  • Be able to flexibly create innovative alternatives in problematic situations.
  • Be able to critically appreciate and evaluate the role of third parties in the negotiation process.
Key Skills:

    Modes of Teaching, Learning and Assessment and how these contribute to the learning outcomes of the module

    • Learning outcomes will be met through a combination of lectures, group work, case studies, class exercises and discussions, supported by guided reading.
    • The assessment of the module by written assignment is designed to:
    • test the acquisition and articulation of knowledge and critical understanding;
    • test skills of application and interpretation.

    Teaching Methods and Learning Hours

    Activity Number Frequency Duration Total/Hours
    Full-day sessions combining lectures, group work, case studies, class exercises and discussions. 3 8 24
    Preparation and Reading 126
    Total 150

    Summative Assessment

    Component: Written Assignment Component Weighting: 100%
    Element Length / duration Element Weighting Resit Opportunity
    Written Assignment 4,000 words (max) 100%

    Formative Assessment:

    Classroom-based exercises involving individual and group analyses and presentations on specific business situations/problems relevant to the learning outcomes of the module. Oral and written feedback will be given on a group and individual basis as appropriate.

    Attendance at all activities marked with this symbol will be monitored. Students who fail to attend these activities, or to complete the summative or formative assessment specified above, will be subject to the procedures defined in the University's General Regulation V, and may be required to leave the University