Impact of Leader Behavior on Negotiation and Persuasion

Building on the work in LO1 and LO2 students will have a sound understanding of  what ‘being a leader’ means in behavioural terms as  opposed to the position of leadership; students will focus on the impact of leader behaviour on followers and teams; they will understand how values drive behaviours, the impact of organisational culture, how trust is deployed, built or destroyed and its impact on performance;  

understand the role of negotiation and persuasion strategies and the need for both these essential skills; students will have opportunities to develop both these skills and be able to demonstrate their competence on  successful  completion of this module.

You must briefly show your understanding of the importance of communication in negotiation and how leader behaviours e.g. vision, values, emotional intelligence, impact on negotiation, persuasion approaches to resolve an organisational issue. You can choose either an effective or ineffective example of negotiation – and the key objective is for you to demonstrate your understanding and application of the negotiation theories and approaches.

1)Identify an area of negotiation.

2)Use an example you see in the media or from your own research in negotiation literature. You need to  briefly and clearly state the context and the issue under negotiation and explain why it is important.

3)For example you could examine the issue of the gender pay gap. In this example you would define negotiation, identify core negotiation process and theory. You would then identify the core negotiation issues for females and what areas of negotiation theory do female employees need to be aware of? E.g. how to negotiate effectively /use of BATNA. Consider 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 – what can you learn about how the FA awards the world cup e.g. Qatar 2022? What role does ethics play in negotiations? Why is this important?

4)You must show your understanding of core theory e.g. BATNA/ 9 steps to negotiating/ barriers to effective negotiation and how to overcome them. How can you critique negotiation skills?

5)If possible use a variety of media e.g. a clip or short piece of negotiation relating to a leader/ issue/ organisation.

6)You must demonstrate your use of academic theory e.g. negotiation, persuasion - journal articles and books in your presentation. You must reference correctly according to the Harvard Reference system – see library website for guidance.

7)Your Presentation must include a minimum of 3 academic references  from topic areas for example – Negotiation and Persuasion, communication, emotional intelligence

8)n the box provided on your submission sheet outline (250 words). You must demonstrate your assignment research plan. Also provide a brief evaluation of how you can use your new knowledge on negotiation in your career. 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

9)Presentation skills

This is a creative and academic presentation. You are expected to and will be graded on;

·demonstrating a high level of scholarship by drawing from a broad range of recognised sources, accurately referenced, and competently applying them

·demonstrating creativity

·demonstrating complete professionalism in the way you present yourself and your work

·achieving the Learning Outcome including self reflection