SHE Level 4
SCQF Credit Points 20.00
ECTS Credit Points 10.00
Module Code MHK225153
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. The percentage of Work Based Learning for this module, as represented by the Independent Learning "Activity Type", is 79%. The percentage of Work Based Assessment for this module is 20%, which is represented by Coursework 1.


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, the apprentice should be able to:-1. Develop an extensive detailed knowledge and understanding of negotiation methods in industry with particular emphasis on research sources.2. Offer professional insights and interpretation of a range of key concepts and theoretical approaches and evaluate their effective application.3. Identify and critically review key features of differing methods of negotiation and the different styles of negotiators.4. Analyse relationships and interactions and evaluate strengths and weaknesses.5. Propose solutions and recommendations on case studies and hypothetical propositions. 6. Investigate questions and problems of a non-routine and unfamiliar nature and devise solutions.[A2, A6, B1-B4, B7 SDS GA: 2.1,2.2,3.2,4.1,4.2,4.4]

Teaching / Learning Strategy

The essential purpose of this module is to provide the student with the time and space to develop an understanding of the context and principles of negotiation applied to the built environment setting. This subject will be delivered by a student led "flipped classroom "core information, and supporting overhead materials will be made available for each lecture electronically in GCU Learn. Seminars/tutorials will concentrate on applying core information in lectures to problem questions given in advance. Students are referred to supporting reading materials to deepen their knowledge and understanding of lecture and seminar topics. Concepts delivered in the 'Flipped Classroom' mode will require students to view lecture material online and complete formative exercises prior to engaging and completing an on-campus seminar with academic support leading the discussions to explore the relevance of the content and specific to their workplace.

Indicative Reading

Fisher, R. & Ury, W (2012) Getting to Yes (3rd Ed) Random House Ury, W. (2007) Getting Past No, Bantam Books Fisher, R. and Shapiro, D. (2007) Building Agreement, Random House Books Stone, D., Patton, B. and Heen, S. (2000) Difficult Conversations, Penguin Books Harvard Business Review on Negotiation and Conflict Resolution (2000) Harvard Business School Publisher Malhotra, D. and Bazerman, M. H. (2008) Negotiating Genius, Bantam Lax, D. A. and Sebenius, J. (2006) K3-D Negotiations, ., Harvard Business School Publisher

Transferrable Skills

Ability to analyse, compare, summarise and critically evaluate information. Ability to place negotiation skills in the wider contexts of business and life management 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. Ability to plan, conduct and present independent reasoned conclusions and, where appropriate, work in a team environment. Oral and written communication skills for effective reporting [C1, C2, C3, C4, C5, D1, D2, D4, D5, E1, E5-E7 SDS GA: 5.1 - 5.4]

Module Structure

Activity Total Hours
Independent Learning (FT) 158.00
Seminars (FT) 24.00
Assessment (FT) 18.00

Assessment Methods

Component Duration Weighting Threshold Description
Exam (School) 20.00 35.00 35% Class-based scoreable negotiations
Coursework 1 n/a 25.00 35% Individual Essay (2000 words)
Exam (Exams Office) 2.00 40.00 35% Exams office examination All Parts of Negotiation