General provisions

The course is included in the main field of study in business administration and in the field of Liberal Arts; The course has double classification. The course is given as a campus course and are an elective course for all degree programme at Uppsala university - Campus Gotland.

Entry requirements

45 credits in one subject

Learning outcomes

After the successful completion of the course, participants are expected to be able to:

• describe the key aspects of negotiation situations, the challenges they present, as well as strategies for dealing with them;
• explain how individual and contextual factors affect negotiations;
• apply relevant theories and analyse negotiation situations and select appropriate negotiation strategies

Content

The course introduces the basic principles of distributive bargaining and integrative negotiation. Moreover, different factors affecting negotiation situations are considered, such as social relationships, power, social norms, and ethical questions. We also address different types of multi-party negotiations and explore how negotiations are affected by the inclusion of more than two parties.

Instruction

The course combines lectures and seminars with oral and written individual and group assignments. Role-play negotiation exercises (conducted in class and/or out-of-class), as well as the independent study of relevant literature about the topic form an important part of the course.

The course is taught in English.

Assessment

The student will get one single grade for the course, equivalent to 15 credits.

The examination takes place continuously through individual assessments and group assessments. The grade for the entire course is based on a combined assessment of all parts of the examination. Grading criteria are presented in the study guide for the course in the specific academic year and term. The following grades will be used: pass with distinction (VG), pass (G), and fail (U).

Examinations submitted late will not be assessed except under special circumstances. Any remaining supplemental work must be completed and submitted by the deadline specified in the study guide.

For students who have not received a passing grade for the course, there is the opportunity to be examined without re-registration via a make-up examination.

If there are special reasons for doing so, an examiner may make an exception from the method of assessment indicated and allow a student to be assessed by another method. An example of special reasons might be a certificate regarding special pedagogical support from the University's disability coordinator.

Uppsala University does not accept cheating or plagiarism. Suspected incidents of cheating or plagiarism are reported to the Vice-Chancellor, which may issue a formal warning to the student or suspend the student from studies for a certain period.

NOTE: Only completed courses can count toward a degree.