Negotiations and Leadership Decision Making

Key information

Teaching department:  UCL School of Management
Credit value: 
Restrictions:  This module is only available to UCL MBA students. You must have first completed the Leading Organisations module.


Through a series of group simulations, exercises, feedback and debrief sessions, this module will provide you with the fundamentals of effective negotiation and communication. You will become equipped with a toolkit to address a range of contexts that call for negotiation skills. The experiential learning approach will guide you toward a better awareness and understanding of negotiation strategies and tactics to apply to real-world negotiations. Additionally, critical issues around common decision-making faults and biases will be explored to enable you to counter these effects.

Intended learning outcomes

By the end of this module, you should be able to:

  • understand the basics of the negotiations framework (such as BATNA, Reservation, Aspiration, ZOPA)
  • recognise and utilise value claiming techniques (such as Anchoring, Bluffing)
  • demonstrate the ability to appropriately plan for a variety of negotiation situations
  • examine prior negotiation experiences with the negotiations framework to compare results across experiences
  • understand common failings and biases that may influence individual and group decision making and learn how to best incorporate these tendencies into one’s own negotiation approaches
  • discuss and debate module topics with leaders from other cultures and industries.

Module deliveries for 2022/23 academic year

Teaching and assessment

Methods of assessment:

  • Class Interaction: 40%
  • Coursework, Individual Paper, 1500 words: 30%
  • Negotiation Simulation: 30%
Mark scheme:  Letter grades

Other information

Module leader:  Joshua Becker

Who to contact for more information: