Studyinfo subject ØAADM3200 2021 HØST
ØAADM3200 Negotiations Course description
Negotiation is a well know method of problem solving in all organisations. This course is highly practical in nature, and the major objective is simply for students to improve their negotiation skills. Negotiation is studied as a process and how this can be organised as effectively as possible. The first part of the course will cover negotiation theory and the second part of the course will illustrate theory through role plays and other student activities. Students will also be given an introduction to influencing methods.
Required preliminary courses
- can describe basic theories of negotiation and under which circumstances negotiation is a proper problem solving tool
- is familiar with the interrelationship between negotiation and other social sciences like economics, psychology and anthropology
- is familiar with the concept of Nash equilibrium and how this is relevant in negotiations
- is familiar with effective use of debate in negotiation
- The student is familiar with tricks and ploys used in negotiation and how to protect oneself from such
- is familiar with influencing methods
- can prepare effectively ahead of negotiations
- can practice effective debate and proposal techniques
- can reflect on ethical behaviour in negotiations
- can solve negotiation problems in groups
Teaching and learning methods
About 20 hours of teaching and exercises. In addition there will be 2 full days of practical negotiation training and 1 full day influencing training.
No course requirements.
Individual written 4-hour exam will be held at the end of the semester. The exam will partly be based on a case study which will be made available about 1 week ahead of the exam date.
Permitted exam materials and equipment
A list of reference aids allowed will be published on our website.
Letter grading A-F.
The written exam will be assessed by an internal and an external examiner. A selection of at least 25% of the exam papers will be assessed by two examiners. The grades awarded to exam papers assessed by the external and internal examiner will be used to determine the level of all exam papers.
Course contact person