Management of Negotiation (MBA) (711N1)

15 credits, Level 7 (Masters)

Spring teaching

This module equips you with the knowledge, understanding and skills to manage the negotiation process at the tactical and strategic levels. Managing negotiations is inherently interdisciplinary and multi-functional, therefore the approach in integrative. Organisations, behavioural and psychological elements are studied together, with the objective of improving the effectiveness of negotiations.

The principal argument is that the main techniques are common to all negotiations, however organisational, behavioural and psychological considerations constrain choices and actions in specific contexts. The module provides you with a broad understanding of the negotiation process and the development of negotiating strategies and tactics across a range of contexts. Conceptual foundations are studied and combined with role play and live scenario building (including video feedback), enabling you to formulate and explore ideas, and providing opportunities to extend your negotiating skills.

Teaching and assessment

We’re currently reviewing teaching and assessment of our modules in light of the COVID-19 situation. We’ll publish the latest information as soon as possible.

This module is running in the academic year 2020/21. We also plan to offer it in future academic years. It may become unavailable due to staff availability, student demand or updates to our curriculum. We’ll make sure to let our applicants know of such changes to modules at the earliest opportunity.


This module is offered on the following courses: