TSOL550 Negotiations

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

The assessment will be based on two parts: One individual portfolio of assignments given throughout the semester (reflection notes, 60% of the grade), and one group portfolio based on term paper and paper presentations (assignment, 40% of the grade).

Students who fail one of the parts may retake this. In that case the evaluation form may be changed to oral.

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 and the student will be removed from the student administrative system. 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.