VOB006 Understanding Negotiations and conflicts

Contents and structure

In organisations, conflict and negotiations are two phenomena that most people deal with on a daily basis in various contexts. In this course, students will gain both practical and theoretical insight into how to approach this in a constructive manner.

In the first part of the course, we will focus on conflict understanding and conflict analysis. Conflicts can create major challenges and be destructive, but they can also be a starting point for innovation and new insights. Good understanding of the causes of conflicts and how they develop is important. According to conflict theory, it is the handling itself that is decisive for whether conflicts have positive or negative consequences.

In the second part of the course, students will gain a thorough understanding of the importance of effective communication in negotiations, and how to communicate safely, solution-oriented and value-adding in all types of negotiations. The negotiation part of the course has its main focus on the importance of communication for influence and persuasion.

Topics:

- What is effective communication within the framework of negotiations?

- Communication patterns and communication styles

- What characterizes good negotiators when they communicate?

- Trust as a basic condition for effective communication

- Objective criteria, interests and perspectives

- Power and power-based communication

- Preparation, execution and evaluation of negotiations, argumentation techniques

- Handling destructive negotiation behaviour and handling negative emotions in negotiations

The course will have practical exercises and theoretical lectures on both distributive and integrative negotiation situations, as well as multi-party negotiations.

Learning Outcome

Knowledge

The student

- Has theoretical and practical knowledge of conflicts and conflict dynamics and how this can affect individuals and organisations

- Knows the key concepts within negotiation and conflict theory

- Understands the importance of effective communication in negotiations and how to communicate safely, solution-oriented and value-adding in order to create good solutions

Skills

The student

- Can analyze and relate to a conflict situation and propose constructive ways of handling the conflict

- Can prepare for different negotiation situations and adapt strategies to these

- Can carry out effective communication processes suitable for influencing or persuading, with the aim of creating good and constructive solutions that form the basis for sustainable agreements

General competence

The student

- Can carry out an entire negotiation process, from preparation to conclusion of an agreement

- Is aware of ethical challenges related to conflict and negotiation situations

Entry requirements

None

Recommended previous knowledge

None

Teaching methods

Seminars, group work, group exercises, group presentations and any digital resources.

There will be three sessions of three days in the course.

Compulsory learning activities

Two assignments to be handed in between the sessions, one assignment between the first and the second session, one between the second and the third session.

Assessment

Semester paper: 60 %

Home exam (24 hours): 40 %

Grading: A - F

Examination support material

All aids allowed

More about examination support material

Course reductions

• EVN1009 - Kommunikasjon og forhandlingsforståing - Reduction: 5 studypoints
• VOB005 - Forhandlinger og konfliktforståelse - Reduction: 10 studypoints