MN32209: Negotiation and interpersonal influence
[Page last updated: 23 May 2025]
| Academic Year: | 2025/26 |
| Owning Department/School: | School of Management |
| Credits: | 10 [equivalent to 20 CATS credits] |
| Notional Study Hours: | 200 |
| Level: | Honours (FHEQ level 6) |
| Period: |
- Semester 2
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| Assessment Summary: | CWRA 100% |
| Assessment Detail: |
- Portfolio of individual and group activity (CWRA 100%)
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| Supplementary Assessment: |
- Like-for-like reassessment (where allowed by programme regulations)
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| Requisites: |
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| Learning Outcomes: |
Successful completion of this unit will allow students to:
* Build awareness of the values, motivations, and psychological biases that drive people's behaviours in negotiations and interpersonal situations.
* Increase familiarity with the skills, concepts and principles that enable better negotiation outcomes in a variety of contexts.
* Learn about research findings on negotiations, interpersonal influence and related topics.
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| Synopsis: | This unit aims to help you understand the general issues and the practice surrounding negotiation in business and in other contexts. You will better appreciate people and situations, corresponding negotiating strategies and broader influencing techniques. You will gain knowledge of a set of negotiation principles based in research and the capability to apply them to enhance personal gains in negotiations while simultaneously sustaining long term relationships.
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| Content: |
* Exercises and discussions that illustrate important elements and aspects of negotiations and interpersonal influence (e.g., power, trust, justice)
* Lectures on negotiation and broader influence concepts and principles
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| Course availability: |
MN32209 is Optional on the following courses:
School of Management
- UMMN-AFB10 : BSc(Hons) Accounting and Finance (Year 3)
- UMMN-AKB02 : BSc(Hons) Accounting and Finance with Year long work placement (Year 4)
- UMMN-AFB11 : BSc(Hons) Accounting and Management (Year 3)
- UMMN-ANB07 : BSc(Hons) Business with Thin sandwich placement(s) (Year 4)
- UMMN-AYB06 : BSc(Hons) International Management with Year Abroad (Year 4)
- UMMN-AFB14 : BSc(Hons) Management (Year 3)
- UMMN-AKB04 : BSc(Hons) Management with Year long work placement (Year 4)
- UMMN-AKB05 : BSc(Hons) Management with Marketing with Year long work placement (Year 4)
Department of Politics, Languages and International Studies
- UXXX-AYB05 : BSc(Hons) International Management and Modern Languages (French) with Year Abroad (Year 4)
- UXXX-AYB04 : BSc(Hons) International Management and Modern Languages (German) with Year Abroad (Year 4)
- UXXX-AYB06 : BSc(Hons) International Management and Modern Languages (Spanish) with Year Abroad (Year 4)
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Notes: - This unit catalogue is applicable for the 2025/26 academic year only. Students continuing their studies into 2026/27 and beyond should not assume that this unit will be available in future years in the format displayed here for 2025/26.
- 好色tv and units are subject to change in accordance with normal University procedures.
- Availability of units will be subject to constraints such as staff availability, minimum and maximum group sizes, and timetabling factors as well as a student's ability to meet any pre-requisite rules.
- Find out more about these and other important University terms and conditions here.
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