Outline
1) Choose an organisation, sector or individual, which is experiencing something
which needs some type of negotiation and persuasion. For example, you could
examine the issue of the gender pay gap –i.e. female negotiation skills – what areas
of negotiation theory do female employees need to be aware of? how could this help
them?
Using theory how could they learn to negotiate better? Another example could
be a sports or media star negotiating contracts; It could be the negotiation of an event
e.g. Olympics/World Cup e.g. Qatar 2022/ footballer transfer/music contract?
What role does ethics play in negotiations? Why is this important? You could consider a negotiation that had challenges e.g. LMVH/ Tiffany – you could examine who was
negotiating (i.e. LMVH Bernard Arnault), their style and approach.
Ethics, and how they used the negotiation strategies/techniques/tactics, which you have learned about on the module, to achieve the negotiation outcome. You could critique what was effective and ineffective and how an understanding of the theory could improve negotiations.
2) It must be an issue, which is current, and information must be readily
accessible to you in the media and literature. You need to clearly state the context and
the issue under negotiation and explain why it is important.
3) You need to identify the leader responsible (where possible) and give a brief
critical perspective on their leadership in terms of their vision – is it clear? How is it
communicated, understood and received?
How important is this to the business? What are their Values? How do they demonstrate (or not) Emotional Intelligence in the negotiation? You need to use academic literature to support your work and reference this correctly using the Harvard Referencing style.
4) You must identify a clip or short piece of negotiation relating to that leader/ issue
and organisation. Using different and creative presentation methods e.g. role–play,
video links, media clips/ media text – you then need to critique the core negotiation and persuasion skills used.
Decide how you can demonstrate negotiation (e.g. using roleplays) effective/ineffective negotiation in the organisation, on your youtube presentation.
Then critique, in your powerpoint, how applying the stages of negotiation could help
improve negotiations You could use different media e.g. a twitter feed or blog.
Where possible you should critically evaluate the participant’s negotiation and
persuasion skills, the process, the critical points and the outcome of the negotiation,
in relation to the relevant theory you have learnt on the module.
5) You must demonstrate your use of academic theory e.g. vision/values/EI/
negotiation, persuasion – journal articles and books in your presentation. You must reference correctly according to the Harvard Reference system – see library website
for guidance.
6) Your Presentation must include a minimum of 4 academic references – at least
one from each topic area – Vision, Values, Emotional Intelligence, Negotiation and
Persuasion.
You must demonstrate your reading and referencing of the module material as well as
your wider academic reading e.g. Northouse/ Academic Journal Articles and Business
quality references e.g. FT/ Economist/ Forbes
7) You must also briefly critically evaluate what you have learnt on the module
about your own negotiation skills and demonstrate this using negotiation theory and
present your self–reflection
