EPN

ØAADM3200 Negotiations Course description

Course name in Norwegian
Negotiations
Study programme
Bachelorstudium i økonomi og administrasjon
Weight
7.5 ECTS
Year of study
2021/2022
Curriculum
SPRING 2022
Schedule
Course history

Introduction

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

No prerequisites.

Learning outcomes

Knowledge

The student

  • 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

Skills

The student

  • can prepare effectively ahead of negotiations
  • can practice effective debate and proposal techniques

Competence

The student

  • 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.

Course requirements

No course requirements.

Assessment

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.

Grading scale

Letter grading A-F.

Examiners

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

Ivar Bredesen