Introductory description

From job interviews to managing difficult conversations, this module teaches negotiation as a broad, life-changing skillset including bargaining, valuation, auctions, nudging, persuasion, strategy, and influence. Designed for students entering the workplace, you'll get actionable skills, proven techniques used by leaders and studied by top researchers, and extensive hands-on practice. You will also explore how cutting-edge AI can support your negotiations. You will also learn about negotiation theory, ethics, the role of culture, and the key part emotions play in every negotiation. You will complete this module a more confident person, equipped with valuable soft skills and deep theoretical understanding, and a knowledge of how to increase your influence on the world around you.

Module web page

Module aims

Outline syllabus

This is an indicative module outline only to give an indication of the sort of topics that may be covered. Actual sessions held may differ.

Introduction to Negotiation. Core concepts (BATNA, ZOPA, Reservation point, etc) and a simple negotiation exercise.
Bargaining Theory (Nash, Rubinstein) & Practical Applications
Distributive vs. Integrative Negotiations & the 3D Negotiation Model
Splitting the Pie & Problems of Fair Division
Emotions, Listening, and Building Rapport
Ethics and Culture in Negotiation
The Psychology of Persuasion and Influence
Negotiations and Auctions
Negotiating a Job Offer (Skills focus)
Group Presentations & Debrief

Learning outcomes

By the end of the module, students should be able to:

• Explain and use key concepts like distributive/integrative bargaining, BATNA (Best Alternative to a Negotiated Agreement), ZOPA (Zone of Possible Agreement), and anchoring.
• Identify and understand when to appropriately apply styles such as competitive, collaborative, compromising, avoiding, or accommodating.
• Recognise and respond to scenarios where ethics and "winning" conflict.
• Identify essential details that affect the negotiation and create realistic alternative plans.
• Understand basic negotiation and bargaining theory and be able to describe the Nash bargaining solution, the Shapley value, Rubinstein bargaining and some basic ways to divide goods.
• Obtain a critical perspective on bargaining and negotiation and go.
• Learn from observing their own negotiations areas where they might improve, and how they can help others improve.

Indicative reading list

Cialdini, R. B. (2006). Influence: The psychology of persuasion (Revised ed.). Collins

Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in (3rd ed.). Penguin Books

Lax, D. A., & Sebenius, J. K. (2006). 3-D Negotiation: Powerful tools to change the game in your most important deals. Harvard Business Press.

Malhotra, D., & Bazerman, M. (2007). Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond. Bantam.

Nalebuff, B. (2022). Split the pie: a radical new way to negotiate. First edition. New York, NY: Harper Business, an imprint of HarperCollinsPublishers.

Subramanian, G. (2011). Dealmaking: The new strategy of negotiauctions. WW Norton & Company.

Voss, C., & Raz, T. (2016). Never split the difference: Negotiating as if your life depended on it. Harper Business.

Interdisciplinary

This module will draw on multiple strands of research, especially from psychology, economics and management.

International

The module will emphasise cultural factors in negotiation. Cases will be drawn from multiple countries and cultures.

Subject specific skills

Prepare for a negotiation and to actually negotiate "at the table".

Practice verbal and non-verbal techniques to convey needs and concerns in negotiations.

Transferable skills

Have the courage and desire to negotiate when it can make a difference.

Recognise and use negotiation skills appropriate to collaboration and teamwork.

Use AI to analyse negotiations and other social situations.