Description

London South Bank University

Module Title                                      :               Effective Business Negotiations

Module Code                                    :               BAE 5 EBN

Assignment No/Title                      :               Coursework 1

Assessment Weighting                  :               50%

Submission Date                              :               06th November 2023, 4pm

Feedback Target Date                    :               27th November 2023

Module Leader/Tutor                    :               Dr Joseph Teal

Word count                                        :               1500

% of module mark                           :               50%

 

The Assignment Task(s)

This Assignment was developed to assess the following Learning Outcomes:

 Demonstrate an understanding of the theory and psychology of negotiation and negotiation styles

 Effectively evaluate negotiation situations and practice appropriate, ethical and principled negotiations

 

ASSIGNMENT TASK:

Coursework Component 1 (Essay, 1500 words) specific guidance:

With reference to relevant literature, critically explore the influence of decision-making (normative and heuristic) on business negotiations.

 

Your essay should include the following four sections:

1. Introduction (approx. 100 words).

Provide a non-technical (no jargon) and intuitive summary about why decision-making is important to consider in relation to business negotiations. You should also briefly outline what you will cover in the main body of your essay.

 Explain (briefly) why decision-making is important in the context of business negotiation.

 Provide an overview (outline) of your work.

 Offer an easy-to-read introduction (non-technical, jargon free, and intuitive).

2. Theoretical background (approx. 650 words).

In the theoretical background you are expected to define and compare normative and heuristic decision-making.

In particular, you should explore and contrast their similarities and differences.

 Introduce (e.g., defined) normative decision-making.

 Introduce (e.g., defined) heuristic decision-making.

 Explore and contrast the similarities between normative and heuristic decision-making.

 Explore and contrast the differences between normative and heuristic decision-making.

3. Decision Making and Business Negotiations (approx. 650 words).

Based on the theoretical explorations, critically examine how normative and heuristic decision-making influence business negotiations.

 Evaluate how normative decision-making can influence business negotiations.

 Evaluate how heuristic decision-making can influence business negotiations.

 Critical examine (i.e., have you considered potential benefits and limitations of using each type of decision-making, in the context of negotiation).

4. Conclusion (approx. 100 words).

Summarise the main points covered in the main body of your essay.

 Summarise the main points covered in the essay.

5. References.

 Support your arguments with appropriate citations/references.

 Follow (especially when referencing) Harvard Style.

 Include the references from the reference list in the main body of text.