MSc Pharmaceutical Industry Advanced Training (PIAT) / Course details

Year of entry: 2022

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Course unit details:
Negotiation & Interpersonal Skills (PLG 5)

Unit code PHAR71440
Credit rating 15
Unit level FHEQ level 7 – master's degree or fourth year of an integrated master's degree
Teaching period(s) Variable teaching patterns
Offered by Pharmacy
Available as a free choice unit? No


This unit will address the development of the interpersonal skills required for successful pharmaceutical business development. Particular emphasis will be placed on developing negotiation and communication skills and expertise.

The unit will cover organisational cultures and behaviour; national and corporate issues will also be addressed. 


  • To provide an introduction to negotiating business development deals in the pharmaceutical and biotech industry.
  • To provide knowledge and understanding of a range of negotiating styles at a personal and organisational level and how these vary in different cultures.
  • To provide knowledge and understanding to critically review and enhance the effectiveness of internal teamwork in the preparation for and the management of negotiations to secure robust deals.
  • To provide knowledge and understanding to assess and evaluate the utilisation of basic behavioural models.
  • To provide knowledge and understanding to understand, implement and critically evaluate an effective communications programme.

Learning outcomes

  • Develop interpersonal skills sufficient to plan, participate and/or lead and successfully conclude a third party negotiation. 
  • Develop, utilise and display mastery of a variety of planning tools during the negotiating preparation process phase.
  • Demonstrate an ability to understand the negotiation issues being encountered and to critically appraise these issues, and provide suggestions for how these issues may be dealt with to ensure the negotiation is successfully concluded. 
  • Achieve key communications skills.


Unit 1:

The Negotiator : Individual Perspectives, provides an introduction to negotiating and a detailed discussion of the concept of individual negotiating style.  It identifies individuals negotiating style and recognises that of their counterparties, and considers the impact of culture on negotiating style.

Unit 2:

Organisational Perspectives.  This unit describes how organisational structures and processes impact upon the negotiating behaviour of the business development executive. The module content also recognises that within the organisation, there are discrete role cultures that interact with one another and the organisation to influence the negotiating mandate, strategy and objectives that are to be achieved.

Unit 3:

Negotiating Face-to-Face Encounters, deals with the encounter between the representatives of the two or more parties who want to conclude an agreement by a solo negotiator.  The unit examines what happens when there is a physical interaction, an encounter, i.e. the behaviour is not mediated by technology, the telephone or email and focusses exclusively on the impact of technology on the interaction between the parties.

Unit 4:

Negotiating Faceless Negotiating Encounters.   In this, the second Unit devoted to the negotiating encounter, focus is on faceless interaction eg telephone or email negotiating encounters.

Unit 5:

Negotiating Team Encounters,  analyses the role and function of teams in the negotiating process. It includes a detailed review of the role of the senior negotiator as team leader, motivator and manager. It concludes with an analysis of the impact of culture on team performance and behaviour.

Unit 6:

Preparing to Negotiate.  This unit considers in detail how we prepare for negotiations both within our own culture and across cultural boundaries. It also explores the demands placed upon the negotiator when planning for negotiations within their own organisation.

Unit 7:

Managing the Negotiations,  examines in detail, how we manage the negotiations both within our own culture and across cultural boundaries.

Assessment methods

Method Weight
Written assignment (inc essay) 100%

Feedback methods

Provisional marks and feedback for coursework returned within 15 working days.

Exam marks and final marks returned after ratification at exam board. 

Study hours

Independent study hours
Independent study 150

Teaching staff

Staff member Role
Matthew Shaw Unit coordinator

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