Negotiations

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.

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

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. Attendance is required.