EVN1009 Communication and the understanding of negotiation

Contents and structure

The main topics of the course is effective communication for the maritime industry. A national and global need for sustainable solutions leads to extensive demands for change - within authorities, businesses and the individual. Experience shows that change leads to resistence and the aim 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 if you want to succeed and gain traction for views and opinions. The course has a special focus on what effective communications is when meeting resistance, and how one by using effective communication can meet and handle resistance constructively in negotiations.

Topics included

• Basic negotiations, communication as a fundament for effective negotiations, negotiations for division, negotiations for integrations, multiple party negotiations
• Active listening and mirroring, sources of error in own message, trust as fundament for effective communication
• What characterizes a good negotiatior, your negotiation style, goals and expectations, power in objective criterias
• Reframeing - a key to success, interests and interest analyses, power and power based communication
• The negotiation process, preparation and execution of negotiations, evaluation of negotiations, effective argumentation, admissions, planning of negotiations
• Destrctive behaviour in negotiations, handling of emotions in negotiations

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

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

Written assignment

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