UCL School of Management

Module Fact Sheet

MSIN0148: Influence and Negotiations

Taught by
Masters, level 7
MM Route B corporate pathway only; SOM MRes/PhD, SOM PGT affiliates
Delivery method
3-hour class (x 10 weeks), comprising 60-90 minute case/simulation/group exercise; 90-120 minute debrief lecture/discussion

25% class participation
25% presentation;
50% final unseen 2-hour examination

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

Course overview

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

Whether students encounter cooperative or distrustful counterparts, or are confronted with multiple stakeholders, 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 allow students to become more effective negotiators and managers through growth in several areas:

- 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

  • Managerial decision making
  • Common biases and heuristics
  • Power and strategies of influence
  • Claiming value in negotiation
  • Creating value in negotiation
  • Negotiator cognition
  • Bounded awareness
  • Multi-party negotiations
  • Auctions and negotiauctions
  • Fairness and ethics

Assessment summary

  • 50% class participation/presentation: This includes the feedback provided to counterparts after a simulation, timely and conscientious completion of simulations and related work, and attendance. Contribution to discussions will be graded during each session.
  • 50% final closed book 2-hour examination

Essential reading

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

Past versions of this module

MSIN0148 18/19

MSING024B 16/17

Last updated Friday, 17 August 2018