BIK 1401 Negotiation and negotiation skills
Negotiation are omnipresent in our lives. At work we negotiate with our employers, colleagues, employees, customers and suppliers. In our private lives we negotiate with friends, children, spouses and family members. We negotiate everyday but how aware are we of what is happening in these situations? How can we become better negotiators? Negotiation research provides us with evidence about how we should act in a negotiation.
In this course theory and research will be presented which will help you understand and analyze the critical elements and processes in a negotiation. By using roles plays and cases you will have the opportunity to develop your competencies and skills.
After you have completed the course, you should :
1. Be able to analyse a negotiation situation.
2. Know the different types of negotiation strategies and tactics.
3. Have an overview of the negotiation research and the findings that can help you to improve you negotiation skills.
1. Be able to design a good negotiation plan.
2. Be able to complete a negotiation.
3. Have acquired the requisite skills to handle different negotiation situations.
1. Develop an understanding of who you are and what you choose in a negotiation.
2. Develop a clear overview of different approaches to ethical and moral questions related to negotiation.
I.What is a negotiation and why is it important for work life?
II. Negotiation and conflict resolution
III. Negotiation strategies and tactics
IV.Negotiation and mediation at work (colleagues, customers, and suppliers)
V. Social psychological research and negotiation
VI.Negotiation is groups
The course will be conducted through lectures and exercises with a total of 36 course hours.
Higher Education Entrance Qualification
No special previous knowledge is required for taking this course
|Exam category||Weight||Invigilation||Duration||Grouping||Comment exam|
Form of assessment:
Internal and external examiner
Examination when next scheduled course
|100||No||72 Hour(s)||Individual||The course is concluded with a 72 hour individual written take home examination.|
|Form of assessment:||Written submission|
|Comment:||The course is concluded with a 72 hour individual written take home examination.|
|Exam code:||BIK 14011|
|Resit:||Examination when next scheduled course|
Teaching on Campus
A course of 1 ECTS credit corresponds to a workload of 26-30 hours. Therefore a course of 7,5 ECTS credit corresponds to a workload of at least 200 hours.