We use cookies to ensure that we give you the best experience on our website. You can change your cookie settings at any time. Otherwise, we'll assume you're OK to continue.

Durham University

Postgraduate Module Handbook 2021/2022

Archive Module Description

This page is for the academic year 2021-22. The current handbook year is 2022-23

Department: Management and Marketing

BUSI4P410: Negotiation (EBS)

Type Tied Level 4 Credits 10 Availability Available in 2021/22
Tied to N1T817 Business Administration (Dual Award)


  • None


  • None

Excluded Combination of Modules

  • None


  • To develop student understanding of negotiation typologies and processes and support the development of negotiation skills
  • To enable students to understand and simulate the impact of varying negotiation strategies and tactics
  • To enable students to gain a deeper understanding and appreciation of the influence of culture and gender on negotiation
  • To provide students with an iterative methodology and process for effective negotiation, conflict reduction, compromise development and co-operation strategies.


  • Assessment strategies for own negotiation situation
  • Strategies for learning about the negotiating partner
  • The role of context and power
  • Selecting a negotiation strategy
  • Realising the negotiation strategy
  • Reacting in the negation process: alternative strategies
  • Tools and methodologies for conflict reduction
  • Escalation mechanisms and the involvement of third parties
  • Opportunities and threats in the negotiation process

Learning Outcomes

Subject-specific Knowledge:
  • Upon successful completion of the module, the students will:
  • have an advanced knowledge and critical awareness of different negotiation strategies and their potential impact in the negotiation process.
  • have a critical awareness of strategic leadership skills for negotiation management.
Subject-specific Skills:
  • Upon successful completion of the module, the students will be able to:
  • understand and critically assess different parties' roles in a specific negotiation situation including soft and hard factors.
  • create flexible and innovative alternatives in problematic negotiation situations.
  • critically appreciate and evaluate the role of third parties in the negotiation process.
Key Skills:
  • Written communication
  • Planning, organising and time management
  • Problem solving and analysis
  • Using initiative
  • Computer literacy

Modes of Teaching, Learning and Assessment and how these contribute to the learning outcomes of the module

  • Learning outcomes are met through classroom-based workshops, and simulations. The workshops consist of a combination of taught input, groupwork, case studies and discussion.
  • The formative assessment consists of classroom-based exercises and simulations in which individuals and groups apply the concepts introduced, and analyse their applicability and effectiveness in specific business situations/problems relevant to the learning outcomes of the module.
  • The summative assessment comprises a detailed individual report outlining the key considerations and recommended approach to a two-party negotiation through which the acquisition and articulation of a critical understanding to negotiation and knowledge of strategy, tactics and skills of application and interpretation within the defined business context are tested.

Teaching Methods and Learning Hours

Activity Number Frequency Duration Total/Hours
Workshops (a combination of lectures, groupwork, case studies and discussions) 6 Over a 3-day teaching block 4.5 hours 27
Webinars 2
Preparation, Revision and Reading 71
Total 100

Summative Assessment

Component: Written Assignment Component Weighting: 100%
Element Length / duration Element Weighting Resit Opportunity
Written report discussing a negotiation approach 3000 words max 100% Same

Formative Assessment:

Classroom-based exercises involving individual and group analyses and presentations on specific business situations/problems relevant to the learning outcomes of the module. Oral and written feedback will be given on a group and/or individual basis as appropriate.

Attendance at all activities marked with this symbol will be monitored. Students who fail to attend these activities, or to complete the summative or formative assessment specified above, will be subject to the procedures defined in the University's General Regulation V, and may be required to leave the University