The University of Southampton

MANG6211 Negotiation Skills

Module Overview

Negotiation skills are a key part of business, academic and daily interactions: this module will enable you to gain an understanding of the different stages and approaches needed in conducting successful negotiations.

Aims and Objectives

Module Aims

The aim of this module is to give you practical skills necessary to plan for and undertake a successful business negotiation.

Learning Outcomes

Knowledge and Understanding

Having successfully completed this module, you will be able to demonstrate knowledge and understanding of:

  • different types of negotiation style;
  • the acceptable outcomes of negotiation;
  • team negotiation.
Transferable and Generic Skills

Having successfully completed this module you will be able to:

  • confidently plan a negotiation;
  • undertake a negotiation
Subject Specific Intellectual and Research Skills

Having successfully completed this module you will be able to:

  • assess the effectiveness of different negotiation styles.


Planning a negotiation, setting the range of acceptable outcomes, negotiation styles, team negotiation.

Learning and Teaching

Teaching and learning methods

This module has a practical approach, where the students are taught in small groups by an experienced teacher who previously worked in industrial relations. The teaching includes: working through various worksheets that help the students understand the range of approaches and styles used in negotiations; a negotiation video that highlights the problems and challenges of group negotiations in the work place; discussions that focus on the way to use effective language, body language and ability to work in a functioning negotiation team The groups are organised into real business negotiation teams. Each team is provided with very detailed briefing notes which they need to use to plan and prepare for a ‘real’ negotiation. The negotiations are held in real time while observed and supported by the teacher. Throughout the delivery of the module the key learning is guided through highly focused feedback which the students are expected to note on their ‘learning notes’.

Independent Study21
Total study time25

Resources & Reading list

Academic Skills.





MethodPercentage contribution
Team negotiation  (2000 words) 100%


MethodPercentage contribution
Team negotiation  (2000 words) 100%


MethodPercentage contribution
Individual report  (2000 words) 100%
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