Faglig innhold

The course focuses on the theory and processes of negotiation by exploring literature, experiencing a range of negotiation simulations, reflecting on own learning and analysis of real life negotiations. Negotiation frameworks are best learned via hands-on experience and all sessions will have significant amounts of time allotted to simulations.

Course content:

• Dynamics of distributive and integrative bargaining.
• Preparation and interest analysis.
• Sources of influence on negotiation processes and outcome.
• Intervention.
• Negotiations in practice.

Læringsutbytte

Knowledge

Students should be able to:

• Understand the basic concepts of negotiations
• Understand the roles negotiations play in individuals and organizations lives
• Understand a set of theoretical and conceptual frameworks

Skills

Students should be able to:

• Conduct an interest analysis
• Prepare for different types of negotiations
• Demonstrate basic negotiation skills
• Analyze and actively use theoretical frameworks to reflect on learning from actual negotiation experience
• Develop interpersonal skills related to communication, problem-solving, mutual persuasion

General Competence

• Students will develop competence in the many ways individuals think about and practice negotiations
• Students will acquire knowledge and understanding of a range of sources of influence on negotiation situations

Læringsformer og aktiviteter

A high degree of active participation is expected to facilitate own and other students learning. Classes will be a mixture of lectures, discussions and negotiation simulations. The course will be taught in intensive sessions throughout the semester.

Spesielle vilkår

Anbefalte forkunnskaper

None. However, we expect a level of proficiency in English. Hence, students should demonstrate a degree of fluency and spontaneity that facilitates regular interaction in negotiations and discussions.

Forkunnskapskrav

Because of the highly experiential nature of this course, attendance and class participation are required. Due to the interactive nature of the course, attendance may be limited. If so, students will have priority subject to NTNU Business School ECTS credits and previous grades. Failure to meet for the first session without prior acceptance by course lecturer will without exception result in a loss of place. The course is taught entirely in English. Evaluation and assessment will also be conducted in English. The course is open for Norwegian students and exchange students.

Kursmateriell

To be announced at the beginning of the course.