BIK 1401 Negotiation and negotiation skills

BIK 1401 Negotiation and negotiation skills

Course code: 
BIK 1401
Communication and Culture
Course coordinator: 
Yanique Fletcher
Course name in Norwegian: 
Forhandling og forhandlingsteknikk
Product category: 
Executive - Special Course
2023 Autumn
Active status: 
Level of study: 
Teaching language: 
Course type: 
One semester

Negotiations 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 behave in a negotiation.
This course will present theory and research that will help you understand and analyze the critical elements and processes involved in a negotiation. By actively participating in negotiation case simulations/role plays you will develop your competencies and skills.

Learning outcomes - Knowledge

After you have completed the course, you should posess the following knowledge, skills, and competencies.

Knowledge outcomes:
1. Be able to analyse a negotiation situation.
2. Know the most common negotiation theories, strategies and tactics.
3. Have an overview of the negotiation research and the findings that can help you to improve you negotiation skills.

Learning outcomes - 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.

4. Be able to critically evaluate and reflect on a negotiation situation.

General Competence

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 negotiations.

Course content

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 in groups

Teaching and learning activities

This interactive, learn-by-doing course will consist of lectures, workshops, in-class negotiation simulations and activities, in addition to at home preparation for class. Given the interactive  nature of this course, students are expected to be present to participate in negotiation case simulations and post negotation debreifings.

During the off months, students will participate in two negotiations (one for each off month) with their assigned teams and groups.

As a BI Executive level course, we recognize the wealth and variety of expereinces of the students. As a result, this course leverages and relies on student contributions to class discussions with their own knowledge and expereince. Students gain from the rich discussions about theory, practice and the application of theory in different industries and sectors.

The lecturer is English speaking.

Course literature: English (although, one book can be found in Norwegian).

Negotiation role play/simulation text: English

Negotiation simulations/role play: English (the negotiations can take place in English or Norwegian, all relevant parties should agree on the language of the negotiation).

Exam: The written exam can be submitted in Norwegian or English.


In all BI Executive courses and programs, there is a mutual requirement for the student and the course responsible regarding the involvement of the student's experience in the planning and implementation of courses, modules and programmes. This means that the student has the right and duty to get involved with their own knowledge and practice relevance, through the active sharing of their relevant experience and knowledge.

Software tools
No specified computer-based tools are required.
Additional information

The course schedule is specifically designed to accommedate students who may be traveling to BI's Nydalen campus from outside Oslo. Thus the scheduled 36 in-class course hours is set up to allow for travel time. It is advised that you plan your travel times according to the schedule posted. No special consideration will be given to students who choose to schedule flights/trains without regard for the course schedule.


Higher Education Entrance Qualification

Deviations in teaching and exams may occur if external conditions or unforeseen events call for this.

Required prerequisite knowledge

Comfort with spoken and written English

No special previous academic knowledge is required for taking this course

Exam category: 
Form of assessment: 
Written submission
1 Semester(s)
This course has a term paper. During the course, students will be given more details.
Exam code: 
BIK 14011
Grading scale: 
Examination when next scheduled course
Type of Assessment: 
Ordinary examination
Total weight: 
Student workload
36 Hour(s)
The course will be conducted through lectures and exercises with a total of 36 course hours.
Sum workload: 

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.