Emne - Negotiations - TSOL550
Negotiations
Om
Om emnet
Faglig innhold
The course focuses on the theory and processes of negotiation by exploring literature, experiencing a range of negotiation simulations, reflecting on own learning and analysis of real life negotiations. Negotiation frameworks are best learned via hands-on experience and all sessions will have significant amounts of time allotted to simulations.
Course content:
- Dynamics of distributive and integrative bargaining.
- Preparation and interest analysis.
- Sources of influence on negotiation processes and outcome.
- Intervention.
- Negotiations in practice.
Læringsutbytte
Knowledge
Students should be able to:
- Understand the basic concepts of negotiations
- Understand the roles negotiations play in individuals and organizations lives
- Understand a set of theoretical and conceptual frameworks
Skills
Students should be able to:
- Conduct an interest analysis
- Prepare for different types of negotiations
- Demonstrate basic negotiation skills
- Analyze and actively use theoretical frameworks to reflect on learning from actual negotiation experience
- Develop interpersonal skills related to communication, problem-solving, mutual persuasion
General Competence
- Students will develop competence in the many ways individuals think about and practice negotiations
- Students will acquire knowledge and understanding of a range of sources of influence on negotiation situations
Læringsformer og aktiviteter
A high degree of active participation is expected to facilitate own and other students learning. Classes will be a mixture of lectures, discussions and negotiation simulations. The course will be taught in intensive sessions throughout the semester. Attendance is required.
Mer om vurdering
The assessment will be based on two parts: One individual portfolio of assignments given throughout the semester (60% of the grade), and one group portfolio including paper presentations and a term paper (40% of the grade). Students who fail one of the parts may retake this. In that case the evaluation form may be changed. Students who want to improve the grade for the whole course, must apply to take the course the following year, in this case the portfolio may be given another type of assessment.
Because of the highly experiential nature of this course, attendance and class participation are required. Due to the interactive nature of the course, attendance may be limited. If so, the students will be ranked according to NTNU's ranking rules. Failure to meet for the first session without prior acceptance by course lecturer will without exception result in a loss of place. The course is taught entirely in English. Evaluation and assessment will also be conducted in English. The course is open for Norwegian students and exchange students.
Admission to the study program is required, see "special conditions". Since there is restricted admission to this course, NTNU students planning to take the course should register before the deadline June 1st.
Spesielle vilkår
Begrenset opptak til undervisning. For nærmere opplysninger: https://i.ntnu.no/wiki/-/wiki/Norsk/Opptak+til+adgangsbegrensede+emner
Krever opptak til studieprogram:
Finansiell økonomi (MFINØK)
Ledelse av teknologi (ØAMLT)
Samfunnsøkonomi (MSØK)
Økonomi og administrasjon (MSIVØK5)
Økonomi og administrasjon (ØAMSC)
Anbefalte forkunnskaper
None. However, we expect a level of proficiency in English to that expected in Norwegian upper secondary education. Hence, students should demonstrate a degree of fluency and spontaneity that facilitates regular interaction in negotiations and discussions.
Kursmateriell
To be announced at the beginning of the course.
Fagområder
- Økonomi og administrasjon
Kontaktinformasjon
Eksamen
Eksamen
Ordinær eksamen - Høst 2025
Reflection notes
Innlevering 24.10.2025 Tid Utlevering 08:00
Innlevering 12:00 Eksamenssystem Inspera Assessment
Oppgave
Innlevering 07.11.2025 Tid Utlevering 08:00
Innlevering 14:00 Eksamenssystem Inspera Assessment