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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

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.
Subject Specific Intellectual and Research Skills

Having successfully completed this module you will be able to:

  • assess the effectiveness of different negotiation styles.
Transferable and Generic Skills

Having successfully completed this module you will be able to:

  • confidently plan a negotiation;
  • undertake a negotiation.


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.



Group work


MethodPercentage contribution
Report  (2000 words) 100%


MethodPercentage contribution
Report  (2000 words) 100%


MethodPercentage contribution
Report  (1000 words) 100%

Repeat Information

Repeat type: Internal & External


Costs associated with this module

Students are responsible for meeting the cost of essential textbooks, and of producing such essays, assignments, laboratory reports and dissertations as are required to fulfil the academic requirements for each programme of study.

In addition to this, students registered for this module typically also have to pay for:


Recommended texts for this module may be available in limited supply in the University Library and students may wish to purchase the mandatory/additional reading text as appropriate.

Please also ensure you read the section on additional costs in the University’s Fees, Charges and Expenses Regulations in the University Calendar available at

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