Negotiating, Collaboration and Partnering

Module description

The relevance of collaborative versus competitive actions is investigated, together with a review of current research and practice regarding organisations in networks and ecosystems and the barriers which make collaborative actions difficult. The role and importance of integrative approaches to finding agreement is explored in depth, alongside best practice approaches and processes to developing and managing cross-sector and multi-stakeholder arrangements.  The content is communicated through a combination of interactive lectures and discussion of group based case examples and case examples, and developed through a group-based exercise embedded into the module, which is structured as a four-party negotiation of a complex multi-sector issue.


There is no national basis to this module as it is completely culturally independent. The embedded group exercise, running throughout the module, explores cross-cultural aspects to reaching agreement.

External Engagement

You will have the option of developing your individual assignment with an external organisation of your choice. A guest speaker will develop the module themes referencing a current business context.


This is a very practical module with extensive reference to academic research on the subjects of collaboration, cooperation, negotiation and partnership process and practice. You will have the opportunity to gain both practical experience and an understanding of negotiating, resolving tensions or conflicts, identifying mutually beneficial outcomes and overcoming biases held by individuals or organisations that might impede future value creation.


The entire content is related to the main theme of sustainability, and a significant part of the module is concerned with moving beyond economic value towards social, environmental and other forms of value that are recognised as drivers of sustainable and responsible management practice.

All of the resources for this module are available on the ELE (Exeter Learning Environment).

Full module specification

Module title:Negotiating, Collaboration and Partnering
Module code:MBAM841
Module level:M
Academic year:2014/5
Module lecturers:
  • Ward Crawford - Lecturer
Module credit:12
ECTS value:






Duration of module: Duration (weeks) - term 2:

4 day module (+ 8 weeks study)

Module aims

Competition brings a host of benefits through the efficient allocation (and constant reallocation) of resources towards the achievement of productive outcomes.  A growing body of evidence however suggests that competition works best alongside active and considered cooperation, and that behaviours based on simplistic judgements of winning or losing will very often lead to lost opportunities, and to sub-optimal outcomes.

This module aims to introduce you to the challenges and benefits of negotiating, collaboration and partnering to achieve strategic objectives in a sustainable manner.  Developing and implementing good strategy is difficult enough in simple environments: it is even tougher in a world where organisations are interconnected through multiple alliances and partnerships, by ever more closely aligned value networks, and by their common use of limited resources. Collaboration can be a strategic objective in itself, for accessing new markets, skills, experience, resources and capabilities: while responses to systemic social, environmental or  developmental challenges might require partnership across organisations in more than one of the business, civil society and public sectors.  Whatever the reason, the imperative to collaborate is increasingly significant: yet there is much evidence that many partnerships and collaborative initiatives fail. This raises a challenge for leaders, who must demonstrate competence in identifying where cooperative approaches might be relevant in meeting their strategic aims, while showing that they can make them work successfully.

ILO: Module-specific skills

  • 1. Understand the basic principles of negotiating, collaboration and partnering as relevant in different strategic contexts.
  • 2. Understand key areas of risk and opportunity associated with inter-organisational networks and alliances, how different roles and relationship effectiveness impact on their success, and approaches by which these can be surfaced and managed.
  • 3. Understand and recognise the relevance of different perspectives of value in planning cooperative activities.
  • 4. Recognise sources and types of potential conflict, and describe approaches by which they can be managed or resolved.

ILO: Discipline-specific skills

  • 5. Evaluate the suitability of collaborative approaches (intra-organisation, cross-boundary, and cross-sector).
  • 6. Assess and address organisational and behavioural constraints in real or simulated collaboration and partnering arrangements.
  • 7. Establish processes by which multi-stakeholder relationships can be managed effectively

ILO: Personal and key skills

  • 8. Demonstrate competence in negotiating positive outcomes (in a personal or work context).
  • 9. Work effectively in multi-cultural groups.
  • 10. Demonstrate effective skills associated with independent research.

Learning activities and teaching methods (given in hours of study time)

Scheduled Learning and Teaching ActivitiesGuided independent studyPlacement / study abroad

Details of learning activities and teaching methods

CategoryHours of study timeDescription
Contact Hours22Interactive Lectures
6Facilitated group discussions

Formative assessment

Form of assessmentSize of the assessment (eg length / duration)ILOs assessedFeedback method
Group exercise presentations (5/6 students per group)20 minutes group presentations4,5,8,9,Oral feedback

Summative assessment (% of credit)

CourseworkWritten examsPractical exams

Details of summative assessment

Form of assessment% of creditSize of the assessment (eg length / duration)ILOs assessedFeedback method
Report on exercise (group)30%2000 words1 - 9Feedback on written report
Assignment (individual)70%3000 words1 - 10Feedback on written report

Details of re-assessment (where required by referral or deferral)

Original form of assessmentForm of re-assessmentILOs re-assessedTimescale for re-assessment
Group PresentationWritten report - 2000 words (30%)1 - 9One week following
Individual AssignmentRevised essay - 3000 words (70%)1 - 8, 10End August

Syllabus plan

Managing Value

  • Images of interaction
  • Relationship typologies
  • Lessons from a competitive world
  • Public Goods and Free Riders
  • The emergence of co-operation
  • Perspectives on value
  • Added Value

Managing Interactions

  • Organisational approaches to interactions: ecosystems, alliances and networks
  • Stakeholder theory
  • Barriers to interaction: power, culture and ethics

Managing Agreements;

  • Personal styles
  • Thinking errors and decision making
  • Forms of manipulation
  • Negotiation 101:  Distributive and Integrative approaches;
  • Getting to agreement

Managing Stakeholders

  • Governance Principles
  • Best Practice processes: internal, cross sector, and Multi-stakeholder

Stakeholder engagement

Indicative learning resources - Basic reading

Basic reading:

Hansen, M.T. (2009) Collaboration: How leaders avoid the traps, create unity, and reap big results. Boston, Harvard Business Press*

Novak, M and Highfield, R (2011) Super Co-operators. New York, Simon & Schuster. Free Press

Senge, P et al (2008) The Necessary Revolution. How Individuals and Organizations are Working

Together. Doubleday.


Module has an active ELE page?


Indicative learning resources - Web based and electronic resources



Web based and electronic resources:

Elkington, J. (2004 ) Cannibals with Forks: The Triple Bottom Line,  Chapter Available Online at:

McManus, S., Tennyson, R. (2008) Talking the Walk: A Communication Manual for Partnership Practitioners. IBLF, London

Origin date


Last revision date