Tidtabel: 22.04.2020 - 20.05.2020
Ansvarslärare (är i kraft 01.08.2018-31.07.2020):
Undervisningsperiod (är i kraft 01.08.2018-31.07.2020):
IV & V (spring 2019). 4-week course.
IV & V (spring 2020). 4-week course.
Lärandemål (är i kraft 01.08.2018-31.07.2020):
By the end of the course, students will be able to:
1. analyse negotiation situations and take a systematic approach to planning and participating in a negotiation
2. negotiate more effectively by selecting and employing relevant strategies and tactics
Innehåll (är i kraft 01.08.2018-31.07.2020):
As managers we negotiate every day both internally, with fellow managers, team members and employees, and externally, with a variety of stakeholders including customers, partners and suppliers. To be effective negotiators, we need to possess the necessary analytical skills to effectively prepare for a negotiation, as well as the essential negotiation skills to persuade others to accept and implement our ideas. The aim of this intensive course is to help students understand the theory and processes of negotiation and to develop the practical skills necessary to negotiate successfully in a variety of contexts. The course will provide students with a toolkit of useful negotiation approaches, strategies and skills based on the interest-based Principled or Mutual Gains Approach to negotiation, and give students the opportunity to develop skills experientially through numerous negotiation exercises and simulations.
Metoder, arbetssätt och bedömningsgrunder (är i kraft 01.08.2018-31.07.2020):
10% class contribution
Närmare information om bedömningsgrunderna och -metoderna och om hur den studerande kan ta del av bedömningen (gäller denna kursomgång):
The course has 4 assignments and other required ungraded work.
Theory presentation (group)
The psychology of negotiation (individual)
Position paper for final negotiation (group)
Analysis of final negotiation (indivdual)
Preparedness for class; contribution to group activities
To pass the course all assignments must be completed by the given
deadlines. The due date for each assignment is clearly stated on the
respective submission box. Please upload the final versions of each of
your assigments (pdf) by the given deadlines.
Assignments are assessed using preformulated rubrics on a scale of 0-5.
EBC grading criteria: 4.5 and above is a 5; 3.5-4.49 range is a 4;
2,5-3,49 range is a 3. Please take a look at these grading criteria (in
submission boxes) before you start work on the given assignment, and
also before you submit your assignment.
Extra assignments not possible: Students are not able to re-do assignments, or do extra assignments to improve grades.
is a highly practical and experiential course so attendance is
Arbetsmängd (är i kraft 01.08.2018-31.07.2020):
Contact teaching 18h
Independent work 62h
Total 80h (3 ECTS)
Studiematerial (är i kraft 01.08.2018-31.07.2020):
All materials provided on MyCourses.
Ersättande prestationer (är i kraft 01.08.2018-31.07.2020):
Replaces course 75E25000 Business Negotiations
Bedömningsskala (är i kraft 01.08.2018-31.07.2020):
Anmälning (är i kraft 01.08.2018-31.07.2020):
Tilläggsinformation (är i kraft 01.08.2018-31.07.2020):
Mandatory attendance. Short mandatory pre-work: must be completed before the first class. Max 30 students/group.
Närmare information om tidtabellen (gäller denna kursomgång):
Our first session will be on Wednesday, 22 April as scheduled.
However, as long as the present restrictions are in place, we will have
our 4 weekly F2F sessions - 08.30-12.30, Wednesdays, 22.4-13.5 - online using MS TEAMS.
- Lärare: Michael Baker