This is an archived handbook for a previous year. The current undergraduate and postgraduate handbooks can be viewed using the links above.

Postgraduate Handbook 2012-2013 (archived)

Module BUSI4ZP15: NEGOTIATION MANAGEMENT

Department: Business School (Business)

BUSI4ZP15: NEGOTIATION MANAGEMENT

Type	Level	Credits	Availability	Module Cap	Location
Open	4	15	Available in 2012/2013	None.	Durham

Pre-requisites

None.

Corequisites

None.

Excluded Combinations

None.

Aims

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

Content

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

Upon successful completion of the module, the students will:
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

Upon successful completion of the module, the students will:
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

Written communication; planning, organising and time management; problem solving and analysis; using initiative; computer literacy.

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 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	Total Hours	Attendance Monitored
Workshops (a combination of lectures, groupwork, case studies and discussion).	28	Yes
Preparation and Reading	122
Total	150

Summative Assessment

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

Formative Assessment

Students will receive feedback on their contributions to class and group discussions.

Students who do not attend monitored activities shown under Teaching Methods and Learning Hours, or who fail to complete the summative or formative assessment(s) specified above, may be subject to the Academic Progress procedures defined in the University's General Regulation V, and may be required to leave the University.