SHE Level 4
SCQF Credit Points 20.00
ECTS Credit Points 10.00
Module Code MHK221878
Module Leader Ian Trushell
School School of Computing, Engineering and Built Environment
Subject Construction and Surveying
  • B (January start)

Summary of Content

Examine the crucial role of negotiation as the first step in any dispute resolution process. Consider the theory and practice of Mutual Gains negotiations. Examine the habits of merely adequate negotiators. Study the effects of gender and alliances in negotiations. Analyse and reflect on examples of leading negotiators. Practise negotiations in simulated situations.


Theory of Mutual Gains negotiations. Value claiming. Value creation. Negotiation set-up, design and tactics. Gender issues. Ethical considerations. Effect of alliances. Great negotiators. Graded negotiation role-plays ranging from simple, bi-party, single-issue, value-claiming, uni-dimensional scenarios to complex, multi-party, multi-issue, value-creating, international, cross-cultural, multi-dimensional scenarios.

Learning Outcomes

On successful completion of this module, students should be able to:-1, Develop a specialised knowledge and understanding of negotiation methods in industry with particular emphasis on research sources (A2, B6).2. Recognise and illustrate a range of key concepts and theoretical approaches and evaluate their effective application (A2, A6)3. Identify key features of differing methods of negotiation and the different styles of negotiators (B4 and B5)4. Analyse relationships and interactions and evaluate strengths and weaknesses (B4 and B5)5. Propose solutions and recommendations on case studies and hypothetical propositions (B1, B2, B3,) 6. Investigate questions and problems of a non-routine and unfamiliar nature and devise solutions (C1, C2, C3 and C6)

Teaching / Learning Strategy

Learning and teaching strategies will be developed and implemented, appropriate to students' needs, to enable all students to participate fully in the module. Lectures will concentrate on the theory and principles with students expected to undertake significant private study, including directed reading, and streaming audio and video presentations. There will be a mixture of individual and group working. Great emphasis will be placed on student-centred learning by doing and negotiation skills will be practised in role-playing exercises during class time. Case studies will be analysed. All course materials will be published on GCULearn.

Indicative Reading

"Getting to Yes", Fisher, R. & Ury, W., 3rd edition, Random House, 2012 "Getting Past No", Ury, W., Bantam Books, 2007 "Building Agreement", Fisher, R. and Shapiro, D., Random House Books, 2007 "Difficult Conversations", Stone, D., Patton, B. and Heen, S., Penguin Books, 2000 "Harvard Business Review on Negotiation and Conflict Resolution", Harvard Business School Publisher, 2000 "Negotiating Genius", Malhotra, D. and Bazerman, M. H., Bantam 2007 "3-D Negotiations", Lax, D. A. and Sebenius, J. K., Harvard Business School Publisher, 2006

Transferrable Skills

Ability to analyse, compare, summarise and critically evaluate information.(D1, D3) Ability to place negotiation skills in the wider contexts of business and life management (D2, D3) Critical approach to academic literature and research sources of information. Recognition of the moral and ethical dimensions of investigations and the need for professional codes of conduct (C6). Ability to plan, conduct and present independent reasoned conclusions and, where appropriate, work in a team environment.(D6, D7 and D12) Oral and written communication skills for effective reporting (D13 and D14)

Module Structure

Activity Total Hours
Assessment (FT) 18.00
Lectures (FT) 12.00
Seminars (FT) 48.00
Independent Learning (FT) 122.00

Assessment Methods

Component Duration Weighting Threshold Description
Exam 01 2.00 40.00 35% Exams office examination All Parts of Negotiation
Exam (Dept) 01 2.00 35.00 n/a Class-based scoreable negotiations
Course Work 01 n/a 25.00 n/a Individual Essay (2000 words)