Management of Negotiation (749N1)

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 is integrative. Organisational, 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)


30%: Coursework (Observation)
70%: Written assessment (Essay)

Contact hours and workload

This module is approximately 150 hours of work. This breaks down into about 33 hours of contact time and about 117 hours of independent study. The University may make minor variations to the contact hours for operational reasons, including timetabling requirements.

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 2024/25. However, there may be changes to these modules in response to feedback, staff availability, student demand or updates to our curriculum. We’ll make sure to let you know of any material changes to modules at the earliest opportunity.