GRA 6842 Negotiation Mastery: Essential Strategies and Skills for International Negotiation

GRA 6842 Negotiation Mastery: Essential Strategies and Skills for International Negotiation

Course code: 
GRA 6842
Department: 
Communication and Culture
Credits: 
6
Course coordinator: 
Sut I Wong
Course name in Norwegian: 
Negotiation Mastery: Essential Strategies and Skills for International Negotiation
Product category: 
Master
Portfolio: 
MSc in Business - Elective course
Semester: 
2023 Autumn
Active status: 
Active
Level of study: 
Master
Teaching language: 
English
Course type: 
One semester
Introduction

(Max 30 students each semester)

Negotiation mastery focuses on teaching individuals the skills and strategies needed to effectively negotiate with others. Negotiation is an important skill in many settings, such as in business, law, and politics. In this course, students will learn about the different phases of the negotiation process, including preparation, opening, bargaining, and closing. They will also learn about different negotiation styles and tactics, as well as how to handle difficult negotiation situations. The course will also cover topics like ethical considerations in negotiation and the role of emotions in negotiation. In addition, this course focuses on cross-cultural negotiations, specifically within Norway and Japan, and will combine intercultural communication theory with integrative and distributive negotiation theories. Consequently, an interdisciplinary approach with perspectives from cultural studies combined with key international business and leadership issues will be applied.

Classroom sessions will concentrate on international research discussions, group work simulations, and case studies. Empirical cross-cultural research and cases used in discussions will focus on issues related to international companies operating both in Scandinavia and Asia. This course will help prepare students to meet the challenges of international negotiations within multi-national business operations where different national contexts can impact the way we negotiate, lead and co-operate in everyday business dealings. By the end of the course, students should have a good understanding of the principles and techniques of effective negotiation and be able to apply them in their own lives.

During the course there will be an intensive study trip to Tokyo. The length of the trip is approx. 1 week. Students taking this course have to fund their own travel expenses. The programme for the trip is tentative and subject to change. The trip is not mandatory, but those who do not join the study trip will complete an additional assignment to compensate for the learning. 

Learning outcomes - Knowledge

After this course, students will gain

  • advanced knowledge of the different phases of the negotiation process and how to prepare and plan for each phase
  • a deep understanding of the role of emotions in negotiation and the coping and regulating mechanisms
  • a thorough knowledge of the impact of cultural differences on negotiation and how to negotiate across cultures
  • familiarity of culture theory and application/analysis based on lectures/discussion in Norway and Japan
  • familiarity of negotiation (win-win/win-lose) theory and application/analysis based on lectures/discussion in Norway and Japan.
  • advanced knowledge of ethical considerations in a negotiation
Learning outcomes - Skills

After this course, students will be able to

  • analyze and apply different negotiation styles and tactics, such as cooperative vs. competitive negotiation, and how to choose the right approach for a given situation
  • handle difficult and uncertain negotiation situations, such as dealing with difficult personalities or managing emotions
  • carry out an appropriate preparation and how to research and plan for a negotiation
  • communicate effectively in a negotiation, including active listening and persuasive speaking
  • identify and resolve small differences before they escalate
  • secure maximum value for the organization and the team
  • identify ethical considerations in negotiation and how to navigate ethical dilemmas
  • identify and discuss main theories in cross-cultural management and in win-win, win-lose negotiation styles.
General Competence

After this course, the students will

  • be able to demonstrate reflection when processing their experiences and observations and when determining to what extent it coincides with the intercultural and negotiation theory they have learned.
  • develop cultural diplomacy and management skills within an international context
  • gain better insight into communication, ethics and management approaches within a multi-cultural environment, specifically within a Norwegian-Japanese context.
  • reflect on personal behaviors and refine their approach to be more effective
Course content

The course will be a joint project with a Japanese business school. The first part of the course will consist of teaching in Norway on intercultural communication and negotiation theory. Upon arrival in Japan, Norwegian students will attend company visits to observe Japanese working cultures. Some lectures and negotiation simulations will be conducted at the collaborating university in Japan. 

Teaching and learning activities

Class activities include lectures, case studies, negotiation simulations and group discussion. Students will be assigned to a different negotiation simulation in each class. Preparation of the respective negotiation simulations prior to the class is compulsory.

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

The exam for this course has been changed starting academic year 2023/2024. The course now has two exam codes instead of one. It is not possible to retake the old version of the exam. Please note new exam codes in the Exam section of the course description. 

It is the student’s own responsibility to obtain any information provided in class.

Qualifications

All courses in the Masters programme will assume that students have fulfilled the admission requirements for the programme. In addition, courses in second, third and/or fourth semester can have specific prerequisites and will assume that students have followed normal study progression. For double degree and exchange students, please note that equivalent courses are accepted.

Disclaimer

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

Exam categoryWeightInvigilationDurationGroupingComment exam
Exam category:
Submission
Form of assessment:
Written submission
Exam code:
GRA 68422
Grading scale:
ECTS
Grading rules:
Internal examiner
Resit:
Examination when next scheduled course
40No 1 Semester(s)Individual Individual learning journal
Exam category:
Submission
Form of assessment:
Written submission
Exam code:
GRA 68423
Grading scale:
ECTS
Grading rules:
Internal examiner
Resit:
Examination when next scheduled course
60No1 Semester(s)Group (2 - 3)A group-based written report on cross cultural negotiation
Exams:
Exam category:Submission
Form of assessment:Written submission
Weight:40
Invigilation:No
Grouping (size):Individual
Duration: 1 Semester(s)
Comment: Individual learning journal
Exam code:GRA 68422
Grading scale:ECTS
Resit:Examination when next scheduled course
Exam category:Submission
Form of assessment:Written submission
Weight:60
Invigilation:No
Grouping (size):Group (2-3)
Duration:1 Semester(s)
Comment:A group-based written report on cross cultural negotiation
Exam code:GRA 68423
Grading scale:ECTS
Resit:Examination when next scheduled course
Type of Assessment: 
Ordinary examination
All exams must be passed to get a grade in this course.
Total weight: 
100
Student workload
ActivityDurationComment
Teaching
36 Hour(s)
Student's own work with learning resources
64 Hour(s)
Reading and negotiation simulation preparation
Group work / Assignments
80 Hour(s)
term project work
Sum workload: 
180

A course of 1 ECTS credit corresponds to a workload of 26-30 hours. Therefore a course of 6 ECTS credits corresponds to a workload of at least 160 hours.