Program Overview

Influence and Negotiations (MSIN0148)

Key Information

• Faculty: Faculty of Engineering Sciences
• Teaching department: UCL School of Management
• Credit value: 15
• Restrictions: This module is only available to students on the following programmes:
  • MSc People Analytics and Human-Centric Management
  • MSc Management
  • MSc Business Analytics
  • MSc Entrepreneurship
  • MSc Finance
  • SOM Postgraduate Affiliates
  • MRes Management

Alternative Credit Options

There are no alternative credit options available for this module.

Description

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.

Module Deliveries for 2026/27 Academic Year

• Intended teaching term: Term 2
• Postgraduate (FHEQ Level 7)

Teaching and Assessment

• Mode of study: In person
• Methods of assessment:
  • 50% Coursework
  • 50% Other form of assessment
• Mark scheme: Numeric Marks

Other Information

• Number of students on module in previous year: 200
• Module leader: Dr Joshua Becker

Last Updated

This module description was last updated on 10th March 2026.