EVN1009 Communication and the understanding of negotiation

Contents and structure

PART I INTRODUCTION

Basics of negotiations, communication as a mainstay in effective negotiations, distribution negotiations, integration negotiations, multi-party negotiations

 

PART II EVERYTHING STARTS WITH COMMUNICATION

Active listening and reflection, sources of error in one's own message, trust as a basic condition for effective communication

 

PART III THE MAN IN THE MIRROR

What characterizes a good negotiator, your negotiating style, goals and expectations, the power of objective criteria

 

PART IV REFRAIMING, INTERESTS AND POWER

-Refraiming - a key to success, interests and interest analysis, power and power-based communication

 

PART V THE NEGOTIATION PROCESS

PART VI HOW TO MEET A NO?

PART VII PHYSICAL MEETING

-Report, pacing, paraphrasing and mirroring

-Languages ​​and language models

-Fishbow exercises - destructive communication

- Harborco Negotiation Case

 

The main theme of the course is effective communication, adapted to the electrical, automation, renewable and power industries in collaboration with parties in the industry program and Kompetanse Norge. The aim of the course is to enable the individual to create an understanding of the industry's message, as well as a foundation for pleasent dialogue and a common perception of important topics.

Negotiations are best defined as a communication process between two or more parties for the purpose of influencing or persuading. Knowledge and skills in effective communication are crucial to success if you want to gain traction for views and opinions.

Learning Outcome

Knowledge

The student will gain knowledge of basic conditions for effective communication and knowledge of how language, language models, listening and questioning techniques contribute to a clear and distinct communication. Furthermore, about how management and knowledge of our own behavior and communication affect our ability to communicate effectively. The course also includes power-based communication, and the student gains knowledge of how to handle power and domination techniques to ensure that one's own message is heard.

 

Skills

The student acquires skills that enable the student to establish an effective communication process with the purpose of gaining acceptance and impact for a message.

 

General qualifications

The student will gain knowledge of negotiations as an arena for interpersonal behavior and communication, and will acquire knowledge and skills so that one will be able to prepare, carry out and evaluate negotiations where the focus is an effective and good communication process.

Entry requirements

None

Recommended previous knowledge

It is an advantage with work experience and background from the electrical, automation, renewable and power industries

Teaching methods

Teaching consists of webinars. There will be lectures where students can ask questions and get answers directly. In addition, interaction in a common digital learning platform and one- to one communication. Use of digital breakout rooms for group discussions. Case-based learning.

Compulsory learning activities

Handing in a short homework assignment is a compulsory learning activity. If you do not wish to take exams, a satisfactory answer qualifies you to receive a course certificate. In order to take exams, homework must also be answered satisfactorily.

Assessment

Written individual home exam (not compulsory) - 3 hours.

Course certificates are issued to those who choose not to take the exam.

Examination support material

All supporting materials allowed.

More about examination support material

Course reductions

• VOB006 - Forhandlinger og konfliktforståelse - Reduction: 5 studypoints