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.


100%: Practical (Workshop)


100%: Coursework (Essay, Group presentation, Observation)

We regularly review our modules to incorporate student feedback, staff expertise, as well as the latest research and teaching methodology. We’re planning to run these modules in the academic year 2022/23. However, there may be changes to these modules in response to COVID-19, staff availability, student demand or updates to our curriculum. We’ll make sure to let our applicants know of material changes to modules at the earliest opportunity.