UCL School of Management

Module Fact Sheet

MSIN0079: Influence and Negotiations

Masters, level 7
Compulsory MSc in Industrial.Organisational & Business Psychology; Joint Executive Masters in Public Administration (EMPA), SOM PGT affiliates, SOM MRes/PhD; limited places for Masters across UCL
Term 2
Delivery method
3-hour class (x 10 weeks), comprising 60-90 minute case/simulation/group exercise;
90-120 minute debrief lecture/discussion plus negotiation exercises
30% Participation in class discussion ; 20% presentation (group); 50% final unseen 2-hour examination
Previous Module Code

Course overview

Negotiation is the science of securing agreements between two or more interdependent parties, and it is a part of our everyday lives.

The primary goal of this course is to provide students with the fundamentals of effective negotiation and communication through a series of group simulations, exercises, feedback, and debriefing sessions. Students will become equipped with a toolkit to address a range of contexts that call for negotiation skills. The experiential learning approach will guide students toward a better awareness and understanding of negotiation strategies and tactics that they can apply to real-world negotiations.

The core concepts presented in the course will help them develop wiser decision-making strategies under pressure, a more systematic framework to prepare for and execute negotiations, and greater facility in approaches for creating and capturing value in negotiation.

Learning outcomes

The ability to negotiate and communicate well is critical to your performance as a manager or executive. This course is designed to enable students to become more effective negotiators and managers through growth in several areas:

  • Learning to analyze a negotiation situation

  • Leveraging strengths in communication with multiple parties

  • Designing sustainable agreements that maximize value

  • Achieving superior results under highly competitive conditions

  • Resolving disputes and achieving desired outcomes

  • Anticipating the perspective and strategy of counterparts

  • Working with a wide diversity of expectations and values

Topics covered

  • Claiming value in negotiation

  • Creating value in negotiation

  • Using agents in negotiations

  • Dispute resolution

  • Inter-team negotiations

  • Muti-party negotiations

  • Common biases and heuristics

  • Fairness and ethics

  • Managerial decison making

Assessment summary

1. Individual participation (including a journal): 30%

2. Team paper and presentation (group): 20 %

3. Unseen written 2-hour final exam: 50%

Current students should refer to Moodle for specific details of the current year’s assessment.

Essential reading

Case materials, recommended academic and practitioner journal articles, recommended books

Past versions of this module

MSIN0079 18/19

MSING024 17/18

MSING024 16/17

Last updated Friday, 17 August 2018