Module Details
| Module Code: |
MGMT8036 |
| Title: |
Negotiation
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Long Title:
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Negotiation
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| NFQ Level: |
Advanced |
| Valid From: |
Semester 2 - 2024/25 ( January 2025 ) |
| Field of Study: |
3450 - Business & Management
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| Module Description: |
Upon completion of this module students should have an understanding of the process of negotiation, and an awareness of negotiation skills and strategies. Students will also have an awareness of the potential implications of national culture on cross-cultural negotiations, and an understanding of the concept of emotional intelligence, and it's role in negotiation and communication.
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| Learning Outcomes |
| On successful completion of this module the learner will be able to: |
| # |
Learning Outcome Description |
| LO1 |
Analyse the theoretical assumptions of emotional competence |
| LO2 |
Evaluate the dimensions of negotiation and the process of negotiation |
| LO3 |
Discuss the importance of effective communication and different forms of communication |
| LO4 |
Analyse the usefulness of behavioural modeling and error management training for developing negotiation skills |
| LO5 |
Critically evaluate the potential implications of culture in cross-border or international negotiation |
| Dependencies |
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named MTU module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
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Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
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| No incompatible modules listed |
Co-requisite Modules
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| No Co-requisite modules listed |
Requirements
This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.
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| No requirements listed |
| Indicative Content |
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National Culture and Negotiation
Factors behind globalisation of business. Consequences of globalisation. Examination of seminal cultural studies; Hofstede, Trompenaars and Hampden-Turner, dimensions of culture. Cultural implications for negotiation.
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Communication
The interactive communication process. Communication failure. Perception. Proxemics. Verbal and non-verbal communication; chronemics, language, kinesics, conversation.
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Emotional Competence
Emotional intelligence. Dealing with aggressiveness; recognising self and other aggression, controlling agression. Empathy and listening.
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Developing Negotiation Skills
Planning and positional analysis. Strategic thinking. Research key issues. Compromise. Improvement of interpersonal and listening skills; Behavioural modelling, inter and post-negotiation error management.
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Process of Negotiation
Groups commonly negotiated with; internal and external. Dimensions of negotiation; information management, positioning, concession. Negotiation planning. Strategic bargaining; bargaining tactics. Concept of Pareto improvement and Pareto efficiency. Conflict management; interpersonal conflict, conflicting goals, conflicting negotiation styles, Blake and Mouton Conflict Grid, conflict escalation.
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Module Content & Assessment
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| Assessment Breakdown | % |
|---|
| Coursework | 100.00% |
Assessments
| No End of Module Formal Examination |
| Reassessment Requirement |
Coursework Only
This module is reassessed solely on the basis of re-submitted coursework. There is no repeat written examination.
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The University reserves the right to alter the nature and timings of assessment
Module Workload
| Workload: Full Time |
| Workload Type |
Contact Type |
Workload Description |
Frequency |
Average Weekly Learner Workload |
Hours |
| Lecture |
Contact |
Lecture |
Every Week |
3.00 |
3 |
| Independent & Directed Learning (Non-contact) |
Non Contact |
Students should supplement lecture content with independent study and reading |
Every Week |
4.00 |
4 |
| Total Hours |
7.00 |
| Total Weekly Learner Workload |
7.00 |
| Total Weekly Contact Hours |
3.00 |
| Workload: Part Time |
| Workload Type |
Contact Type |
Workload Description |
Frequency |
Average Weekly Learner Workload |
Hours |
| Lecture |
Contact |
Lecture |
Every Week |
2.00 |
2 |
| Independent & Directed Learning (Non-contact) |
Non Contact |
Students should supplement lecture content with independent study and reading |
Every Week |
5.00 |
5 |
| Total Hours |
7.00 |
| Total Weekly Learner Workload |
7.00 |
| Total Weekly Contact Hours |
2.00 |
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Module Resources
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| Recommended Book Resources |
|---|
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Marie-Joëlle Browaeys,Roger Price. Understanding Cross-cultural Management, 4th. [ISBN: 9781292204970].
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Tony Bennett,Richard Saundry,Virginia Fisher. (2020), Managing Employment Relations, 7th. Cipd - Kogan Page, [ISBN: 9781789661453].
| | Supplementary Book Resources |
|---|
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Roger Fisher,William Ury. (2012), Getting to Yes, Random House Business Books, p.204, [ISBN: 9781847940933].
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Mayer, B.,. (2012), The Dynamics of Conflict, 2nd Edition. Jossey Bass, San Francisco, p.384, [ISBN: 978-0470613535].
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Roy J. Lewicki,Bruce Barry,David M. Saunders. (2014), Negotiation, McGraw-Hill Europe, p.0, [ISBN: 9780077862428].
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David M Saunders,Bruce Barry,Roy J Lewicki. (2015), Essentials of Negotiation, McGraw-Hill Education, p.336, [ISBN: 9780077862466].
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David S. Hames. (2011), Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions, SAGE, p.521, [ISBN: 9781412973991].
| | This module does not have any article/paper resources |
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| Other Resources |
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Website, CIPD. Negotiation articles and factsheets,
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