SHE Level 4
SCQF Credit Points 20.00
ECTS Credit Points 10.00
Module Code MHK225352
Module Leader Ian Trushell
School School for Work Based Education
Subject SCWBE
  • A (September start)
  • B (January start)
  • C (May 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]

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. In the context of a work based ethos, teaching and learning methods use authentic work based scenarios to promote action learning, inquiry based learning, problem based learning and peer learning. In addition, at this academic level students are expected to take a critical stance as they draw on academic theories and techniques in order to frame, analyse and solve actual work-based problems. These approaches directly involve the apprentice in the process of learning and also encourage collaborative learning. The module will begin with 2 days of introductory seminars to provide the apprentices with a clear understanding of the curriculum and assessment requirements of the module and to engage in question / answers sessions. The remainder of the module is delivered online via GCULearn. The online component is structured using a week by week template and guides the apprentice through the subject learning and assessment requirements of the module. A range of resources such as PowerPoint, Camtasia, video clips, web links and other tailored learning relevant to the module topics are used.. Learners will be supported throughout by the module team. This includes the lecturers, work based / industrial mentors and Academic Development Tutors. Clear sign posting will ensure that module learning outcomes are progressed, reinforced though a carefully mapped formative assessment of concepts / strategies and the application of critical subject matter. This facilitates an evaluation of the level of comprehension attained by the apprentice and also enables the module team to provide support and guidance as required through email, GCULearn announcements, blogs, skype of Collaborate discussions. Summative assessments are compulsory. A mark of 35% must be achieved for each summative assessment and an overall / aggregate mark of 40% must be achieved.

Indicative Reading

Essential texts Fisher, R. & Ury, W (2012) Getting to Yes (3rd Ed) Random House, ISBN 1844131467. Ury, W. (2007) Getting Past No, Bantam Books, ISBN 9780553371314. Recommended texts Fisher, R. and Shapiro, D. (2007) Building Agreement, Random House Books, ISBN 9781905211081. Stone, D., Patton, B. and Heen, S. (2000) Difficult Conversations, Penguin Books, ISBN 9780140277821. Harvard Business Review on Negotiation and Conflict Resolution (2000) Harvard Business School Press, ISBN 1578512360. Malhotra, D. and Bazerman, M. H. (2008) Negotiating Genius, Bantam Books, ISBN 9780553804881. Lax, D. A. and Sebenius, J. (2006) 3-D Negotiations, ., Harvard Business School Press, ISBN 1591397995.

Transferrable Skills

GenericSkills 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]

Module Structure

Activity Total Hours
Seminars (FT) 12.00
Independent Learning (FT) 158.00
Assessment (FT) 30.00

Assessment Methods

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