Course Information Undergraduate prospectus


Course summary

Course code: BUSI1632
Level: 6
Credits: 15
School: Business Faculty
Department: Human Res and Organisational Beh
Course Coordinator(s): Ali Naghieh



The aim of this course is to enhance participants’ knowledge about key principles of negotiations, in order to develop their skills for managing negotiations in a broad array of business situations and settings. This includes negotiations with coworkers, bosses, buyers, suppliers, and other organizations. The course will introduce participants to the subject both from a theoretical and a practical perspective, drawing on key concepts and theories from psychology and other social sciences.

Learning outcomes

On successful completion of this course students will be able to:

1. Describe the key aspects of negotiation situations, the challenges they present, as well as strategies for dealing with them;
2. Explain how contextual, cognitive, and emotional factors affect negotiations;
3. Analyse negotiation situations and select appropriate negotiation strategies;
4. Analyse and evaluate empirical and theoretical research findings to inform the selection of negotiation strategies and to evaluate the outcomes;
5. Reflect critically on their own negotiation behaviour in order to analyse their performance, appraise alternatives and continually improve their capabilities.

Indicative content

Examples of topics covered include the following:

• Introduction to the main types of negotiation (distributive bargaining, integrative negotiation) and key concepts associated with them
• Different types of goals and their effects on negotiations
• How relationships and emotions affect, and are affected by, negotiations
• The role of norms in negotiations, e.g., gender norms, cultural norms and ethical considerations
• Different forms of power and their effects on negotiations
• Dynamics and challenges of negotiations with multiple parties

Teaching and learning activity

The course will be taught through a combination of lectures, tutorials, role play negotiation exercises, individual and group assignments, and independent study. Independent study is essential, because the course readings, together with the material covered in the lectures, provide the foundation for other elements of the course.

Throughout the course, students will use role-play negotiation exercises to apply insights from the lectures and course literature, and gain some practical experience. Some of the role plays will take place in class; others will take place out of class.
As part of the lectures and tutorials, participants will analyse their experiences with the role play negotiation exercises. The discussion will be based on two key elements: (1) setting participants’ experiences in relation to concepts and theories introduced in the lectures and the course readings, and (2) learning from each other by comparing the strategies used by different participants, and their negotiation outcomes. This requires active participation from everyone.


Methods of SUMMATIVE Assessment: (A) Engagement
Outcome(s) assessed by summative assessment (Please use the numbers above to refer to these) 1-5
Grading Mode 0-100
Weighting % 10 %
Pass Mark 40 %
Word Length NA
Outline Details: This will be a combination of engagement in class and in out-of-class role plays.

Methods of SUMMATIVE Assessment: (B) Out-of-class role plays: Planning and reflection.
Outcome(s) assessed by summative assessment (Please use the numbers above to refer to these) 1-5
Grading Mode: For each out-of-class role play: 0 = Fail, 100 = Pass
Weighting % 35 %
Pass Mark 40 %
Word Length: Ca 300 words equivalent per role play
Outline Details: To encourage students to plan and to reflect about their role play negotiation experiences, students will answer a set of questions about the planning, process and outcomes of their role play negotiations.

Methods of SUMMATIVE Assessment: (C) Negotiation essay
Outcome(s) assessed by summative assessment (Please use the numbers above to refer to these) 1-5
Grading Mode: 0-100
Weighting % 55 %
Pass Mark 40 %
Word Length: 1700 words
Outline Details: Students will select a negotiation situation, i.e. a negotiation in which they have participated themselves, or a negotiation about which they can obtain information from the public domain (e.g., from media reports). In their essay, they will analyse the negotiation situation, process and outcomes, and develop recommendations for one of the parties involved. In doing so, they will draw on insights from theoretical and empirical research on negotiations.

Nature of FORMATIVE assessment supporting student learning: [Note: This will be supported by class discussion as well as by participation in and reflection about role plays, cf. assessments A and B.]

Are students required to pass all components in order to pass the course? Yes