INMR80-Business Communications and Negotiation

Module Provider: Business Informatics, Systems and Accounting
Number of credits: 20 [10 ECTS credits]
Terms in which taught: Spring term module
Non-modular pre-requisites:
Modules excluded:
Module version for: 2016/7

Module Convenor: Prof Yinshan Tang


Summary module description:
Business communication and negotiation is one of the key skills needed for people involves with any business activities. This module provides a unique opportunity for students to learn and practice the theories and techniques how to communicate effectively to business partners. This module description has provided the detailed information on how the module is arranged and assessed.

The aim of this module is to enable students to explore theoretical aspects of communication and to apply effective communication techniques in practice. Improving communication is a key issue for business organisations and is also an important area of professional development for individuals who need to collaborate in teams and persuade and negotiate with line managers, customers and other stakeholders. During this module students will be involved in critiquing organisational and individual communication practices and identifying and practising effective communication strategies, including collecting requirements, negotiating and giving and using feedback.

Assessable learning outcomes:
On completion of this module the student should be able to:
•Describe and analyse the purposes and principles behind different forms of organisational communication;
•Identify common challenges to effective communication;
•Devise and develop strategies for overcoming communication barriers;
•Apply principles of effective communication to enhance their practice;
•Evaluate the communication practices of themselves and others;
•Demonstrate increased awareness of cultural influences on communication and negotiation.

Additional outcomes:
•Students will learn to work independently, especially in the context of following up core lecture materials with their own private reading, and of searching for examples of business practice to illustrate core concepts.

Outline content:
This module will cover the following areas:
•Effective business communication principles (including ICT related communications);
•Written business communication (business correspondence, report writing, editing, marketing, collecting and disseminating feedback and other forms of business communication);
•Oral business communication (preparing and giving presentations, facilitating discussions, working in groups, using questioning techniques and giving feedback);
•Strategies, skills and techniques for negotiating in international business settings.

Brief description of teaching and learning methods:
A range of teaching and learning methods will be employed, but will focus largely on lectures, in-class practical, group work and independent supported learning. Learning technology will support students via the Internet and learning management systems. Guest speakers may provide input to the teaching.

Contact hours:
  Autumn Spring Summer
Lectures 20
Tutorials 10
Guided independent study 170
Total hours by term 200.00
Total hours for module 200.00

Summative Assessment Methods:
Method Percentage
Written assignment including essay 70
Oral assessment and presentation 30

Other information on summative assessment:

Formative assessment methods:
There are 2 assessment components: 30% group oral presentation and 70% individual written report.
Each group will consist of no more than 4 members and will work together to prepare and present an oral presentation.

Penalties for late submission:
Penalties for late submission on this module are in accordance with the University policy. Please refer to page 5 of the Postgraduate Guide to Assessment for further information:

Length of examination:

Requirements for a pass:
Students will be required to obtain a mark of 50% overall based on the oral presentation and coursework.

Reassessment arrangements:
Students will be required to resubmit the coursework.

Additional Costs (specified where applicable):
1) Required text books:
2) Specialist equipment or materials:
3) Specialist clothing, footwear or headgear:
4) Printing and binding:
5) Computers and devices with a particular specification:
6) Travel, accommodation and subsistence:

Last updated: 21 December 2016

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