MG473      Half Unit
Negotiation Analysis

This information is for the 2019/20 session.

Teacher responsible

Prof David Marsden NAB4.22


This course is available on the CEMS Exchange, Global MSc in Management, Global MSc in Management (CEMS MiM), Global MSc in Management (MBA Exchange), MBA Exchange, MRes/PhD in Management (Employment Relations and Human Resources), MSc in Human Resources and Organisations (International Employment Relations and Human Resource Management), MSc in Management (1 Year Programme), MSc in Management and Strategy and MSc in Social Innovation and Entrepreneurship. This course is available with permission as an outside option to students on other programmes where regulations permit.

Course content

This course highlights the importance of power, tactics, strategy, information and trust in shaping the structure and outcomes of negotiations.  It covers basic negotiation concepts such as distributive and integrative bargaining, sometimes called pie-slicing and pie-expanding approaches, two-party and multi-party negotiation, as well as more advanced issues such as the impact of culture and the psychology of judgement and decision-making. Students will engage in weekly negotiation simulation exercises to help them understand the concepts and develop their negotiating skills.


30 hours of seminars in the LT.

Students on this course will have a reading week in Week 6, in line with departmental policy.

Formative coursework

Students will compile a weekly learning log reflecting on their experience in the negotiation exercises and linking that to the concepts and theories in the literature. Formative feedback is provided on class participation. Students will also complete a formative essay.

Indicative reading

The main text, covering most of the material in the course is: Leigh Thompson, The Mind and Heart of the Negotiator, 6th edn, Pearson, Harlow, 2014. The following are also useful: Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, Penguin Books, New York, 2012; Ken Binmore, Game theory: A Very Short Introduction, Oxford University Press, Oxford, 2007; and Andrew M. Colman, Game Theory and its Application to the Social and Biological Sciences. Routledge, Hove, 1999.  Students will be expected to read widely in appropriate journals, and a list of references will be provided at the start of the course.


Essay (75%, 2000 words) and learning log (25%) in the LT.

This course utilises continuous assessment. Students are required to submit a Learning Log for each weekly lecture/ negotiation session. The Learning Logs for Weeks 1 and 2 are formative and will not count towards students’ overall grade. The Learning Logs for Weeks 3-11 are summative and students are required to attempt at least six out of the eight summative Logs.

Students who submit between six and eight Learning Logs will receive an overall mark based on their six highest scores. Students who submit less than six Learning Logs will receive a mark of 0 for each missed assessment and will receive an overall mark based on the work they have submitted PLUS the requisite number of zeroes necessary to calculate the grade. Students who fail to attempt any Learning Logs (0 out of 8) will be awarded a Zero Incomplete for the whole course and cannot be awarded the degree until they submit the work at resit. All marks for the Learning Logs will be scaled proportionately.

Deadlines are strictly enforced and late submissions will not be accepted.

Key facts

Department: Management

Total students 2018/19: 158

Average class size 2018/19: 54

Controlled access 2018/19: No

Value: Half Unit

Guidelines for interpreting course guide information

Personal development skills

  • Team working
  • Problem solving
  • Communication
  • Application of numeracy skills