Negotiations

The course is taught entirely in English. The course is open for Norwegian students and exchange students.

Objectives
The purpose of the course is to provide students with a theoretical base for analysing, preparing and conducting negotiations.  The course aims at developing students’ analytical skills and understanding of the importance of interpersonal relations in negotiation processes through exercises, case presentations and discussions.

Required background
Students are expected to have as a minimum an introductory organization course as background. Norwegian students specializing in organization will have priority subject to previous grades. There will be a limit of 20 students admitted to the course. Failure to meet for the first session without prior acceptance by course lecturer will result in a loss of place.

Course description
The course will consist of a combination of lectures, case discussions, negotiation simulations and group assignments. The experience gained from the activities will be discussed in relation to presented theories.

All classroom activities will be in English. Students must be able to express themselves in English both orally and in writing at a level where they can take part in the negotiation simulations.

Evaluation form
On a group basis required case studies will have to be handed in and passed in order to take a four hour written exam at the end of the course.

Literature
To be announced