LO4: understand the role of negotiation and persuasion strategies and the need for both essential skills; students will have opportunities to develop both skills and be able to demonstrate their competence on successful completion of this module. Outline

Module Leadership & Leading Code MN5009QA

Coursework Number 3 Intake November 2021 Available on WeLearn Mon 23rd May 2022

Submission Date and Time Monday 18 th July 2022 before 3pm via Weblearn (Turnitin)

This coursework should be submitted as a single Powerpoint Document. Second slide after your cover slide should have the link to your Youtube video. Note: No Pdf, No excel This Coursework contributes 40% to the overall marks for MN5009QA

Assessment 3: Individual Creative Presentation (5 Minutes):

Negotiating and Persuasion (40%). (Youtube Video (5Minutes) & Powerpoint Presentation (maximum 10slides excluding references)) Due Date: Weblearn/ Turnitin by 3pm on Monday 18th July 2022

The video must be uploaded to YouTube as “Unlisted”. The link to your video must be provided on the second slide of your presentation which will be submitted via Turnitin before the deadline.

The purpose of the presentation is for you to creatively illustrate and critique leader behaviours e.g. vision, values, emotional intelligence, negotiation, persuasion employed 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 theories, stages, strategies, tactics and skills of negotiation.

LO3: 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;

LO4: understand the role of negotiation and persuasion strategies and the need for both essential skills; students will have opportunities to develop both skills and be able to demonstrate their competence on successful completion of this module. Outline

1) Choose an organisation, sector or individual, which is experiencing something which needs some type of negotiation and persuasion. For example, you could examine the issue of the gender pay gap –i.e. female negotiation skills - what areas of negotiation theory do female employees need to be aware of? 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 e.g. Qatar 2022/ footballer transfer/music contract? What role does ethics play in negotiations? Why is this important? You could consider a negotiation that had challenges e.g. LMVH/ Tiffany – you could examine who was negotiating (i.e. LMVH Bernard Arnault), their style and approach. Ethics, and how they used the negotiation strategies/techniques/tactics, which you have learned about on the module, to achieve the negotiation outcome. You could critique what was effective and ineffective and how an understanding of the theory could improve negotiations.

2) It must be an issue, which is current, and information must be readily accessible to you in the media and literature. You need to clearly state the context and the issue under negotiation and explain why it is important.

3) You need to identify the leader responsible (where possible) and give a brief critical perspective on their leadership in terms of their vision – is it clear? How is it communicated, understood and received? How important is this to the business? What are their Values? How do they demonstrate (or not) Emotional Intelligence in the negotiation? You need to use academic literature to support your work and reference this correctly using the Harvard Referencing style.

4) You must identify a clip or short piece of negotiation relating to that leader/ issue and organisation. Using different and creative presentation methods e.g. role-play, video links, media clips/ media text - you then need to critique the core negotiation and persuasion skills used. Decide how you can demonstrate negotiation (e.g. using roleplays) effective/ineffective negotiation in the organisation, on your youtube presentation.

Then critique, in your powerpoint, how applying the stages of negotiation could help improve negotiations You could use different media e.g. a twitter feed or blog. Where possible you should critically evaluate the participant’s negotiation and persuasion skills, the process, the critical points and the outcome of the negotiation, in relation to the relevant theory you have learnt on the module.

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

6) Your Presentation must include a minimum of 4 academic references – at least one from each topic area – Vision, Values, Emotional Intelligence, Negotiation and Persuasion. 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 7) You must also briefly critically evaluate what you have learnt on the module about your own negotiation skills and demonstrate this using negotiation theory and present your self-reflection 8) 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 and research
• demonstrating complete professionalism in the way you present yourself and your work
• demonstrating professional delivery of the presentation

achieving the Learning Outcome ASSESSMENT’S GRADING CRITERIA Marking Criteria Grade Mark The extent to which the work shows evidence of: Clear precise introduction to choice of organisation, sector or individual, demonstrating understanding of negotiation and persuasion.

Extensive research; In-depth and critical understanding of relevant theoretical concepts such as communication, ethics, values, vision and emotional intelligence in relation to principal negotiator(s).

Ability to synthesize and integrate theories into a business case or context to demonstrate understanding. Presentation skills: Calm, confident, well-practiced presentation. Excellent use of voice.

Clear wellpaced verbal delivery. Excellent choice and use of appropriate material. 1st 70+ Scholarship: evidence of wide reading, application and referencing. The extent to which the work shows evidence of: Good evidence of research but chosen organisation, sector or individual could be better researched; Good application of theory but needs a more critical focus.

Could have integrated theories to a greater extent; Presentation skills: Good use of voice, clear and well- paced. Appropriate choice of material. PowerPoint well prepared but has minor errors.

Scholarship: some evidence of reading and referencing but needs additional research and wider reading. 2.1 60-69 Evidence that: More research is needed on choice of organisation, sector or individual as well as theories applied; 2.2 50-59 Need to develop and demonstrate a greater understanding of theories relevant to negotiation and persuasion. Mainly descriptive - need to develop criticality Presentation skills: Needs development e.g. too fast/ slow, informal language, nervous Weak referencing. The extent that the work shows: Lack of evidence of academic research on negotiation and persuasion. Poor understanding of related theories.

Shown Little evidence of practice of presentation skills – needs improvement. Poor referencing. Pass 40-49 Does not address the task set. Presents minimal material related to the topic. Little evidence of understanding of relevant theories. Poor structure. Does not address the task set. Little evidence of understanding either the Fail (F) 0-39 task or the subject matter. No evidence of scholarship.

Fail – Non-attendance and non-engagement. You will be marked, graded, and assessed according to the previously outlined criteria and as follows CLASS MARK (%) COMMENTS First 70+ Excellent in every way. Knowledgeable, incisively analytical, conceptually sound, widely-researched and well-structured. Displays a critical and sophisticated understanding of ideas, debates, methodologies and principles. Comprehensively cited and referenced.

A degree of flair apparent in the work. 2.1 60-69 Very good, well-researched, solid. Addresses question. Sensibly structured and well presented. Evidence of analysis, reasoning and evaluation.

May have some errors in emphasis but not in fact, and may be limited in terms of supporting material and breadth of coverage. Appropriately cited and referenced. 2.2 50-59 Average to good. Reasonable bibliography. Signs of effort, though more descriptive than analytical. May have some errors but balanced by sound work. May not fully address the question with deficiencies in knowledge and understanding or directness and organisation. 3 40-49 Pass. Descriptive narrative. May be partly irrelevant. Indiscriminate. Lacks structure. Could be more direct and explicit. Little independent research evident. Short bibliography. Bare pass.

May be confusing or irrelevant. Heavily based on lecture notes, but a minimum of understanding to justify a pass. Answers by inference. Fail 0-39 Poor. Does not answer question directly. Little evidence of independent reading or lecture Submitting your presentation: Weblearn/turnitin

• You will need to upload a single PowerPoint document by 3pm on Monday 18th July 2022
• Remember there are no extensions