Negotiation is a part of everyday life, from the personal to the commercial environment and everything in-between. We all negotiate, but whether we negotiate effectively is a different thing.

This module describes what negotiation is all about. It sets out what negotiation is, what to expect from people in negotiation, and what the literature says makes for an effective negotiator.


It includes an in-depth and practically focused study of collective bargaining.

This module describes what negotiation is all about. It sets out what negotiation is and what to expect from people in negotiation. It introduces the student to the theory of negotiation and aims to equip the student with key knowledge and awareness of what makes an effective negotiator, based on an understanding of relevant literature and models of negotiation

The module begins with an examination of how we make decisions. It goes on to look at what conflict does to people’s thinking and decision-making. From there, the module introduces negotiation theory, examining different models of negotiation and using relevant literature to build up a picture of what makes for an effective negotiator. The module will look at negotiations in a variety of contexts, for instance:

  • private relationships,
  • employment
  • commerce
  • geopolitics
  • litigation

Learning Experience and Learning Outcomes

The module, taught online, will engage the student in the following types of learning experiences:

  • 60 hours of online lectures, webinars, discussion groups/boards, interactive exercises, and directed learning;
  • 140 hours of independent study.

Tutor support and independent study will be provided online via a dedicated website. The website will be the key repository for learning and teaching materials, it will also allow for, among other things:

  • ‘Face to face’ real time video calls between student and tutor, and student groups
  • Asynchronous online discussions
  • Group working and reporting

Learning and teaching materials will include narrated presentations, video presentations, short demonstration videos, and links to other materials. On successful completion of this module, the student will be able to:

  • Understand, analyse and articulate the impact of conflict on people, including ourselves
  • Define the term ‘negotiation’ as a concept, describe and critically evaluate its key elements and forms
  • Describe and critically evaluate different approaches to, and models of, negotiation

Construct and apply contextually appropriate approaches to negotiations, including cross-culturally


Formative and self-assessment exercises will feature throughout the module.  There are two components of summative assessment.

  • Component 1

Individual essay (2500 words). The assignment will require the student to produce an essay relating to one or more aspects of negotiation theory and related literature. This component is worth up to 50% of the module marks.

  • Component 2

Case study analysis (2500 words). The assignment will require the student to analyse an hypothetical negotiation scenario, and to construct a detailed plan for approaching the negotiation.


Feedback will be provided on all the online activities as well as the summative assessment.

Fees and Start Date

NB This module will run in January 2021 subject to demand and has a minimum number requirement.

The start date is January with completion by end of April.

Fee for Jan 2021 start: £885

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