APPLIES TO ACADEMIC YEAR 2016/2017
BIK 1401 Negotiation and negotiation skills
Responsible for the course
Laura E Mercer Traavik
Department of Leadership and Organizational Behaviour
According to study plan
Language of instruction
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.
No special previous knowledge is required for taking this course
Rognes, Jørn Kjell. 2015. Forhandlinger. 4. utg. Universitetsforlaget
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
Learning process and workload
Full time and part time
The course will be conducted through lectures and exercises with a total of 36 course hours.
The course is concluded with a 72 hour individual written take home examination.
BIK 14011 counts 100% for the grade received in the course BIK 1401 , 7.5 credits
Examination support materials
Re-sit at the next ordinary exam.