- EXC 3402
- 7.5 Credits
This course is relevant to students who recognize that negotiations play a daily role in both their professional and personal lives - whether it is negotiating salary, the price of a new apartment or terms of a contract with a customer. In this highly interactive course, students will learn negotiation theory and acquire the practical skills and techniques required to competently engage in a variety of negotiations. In this learn-by-doing course, students will apply negotiation theory in in-class negotiations, critique the outcome of those negotiations and will practice designing and delivering presentations. These activities will enable students to strengthen their skills in two important areas of business communication that is most often carried out in English: (1) negotiations and (2) presentations.
- Introduction to negotiations
- Distributive bargaining
- Principled negotiating
- Criticism of the negotiation theories
- Eight business case negotiation simulations - requiring students to prepare for and participate in in-class negotiations. Each process concludes with discussion/reflection of the negotiation process.
- Introduction to presentations
- What makes a presentation effective?
- All students develop their own persuasive business presentations with advice, guidance and feedback.
- Dress rehearsal presentation in front of an audience with feedback.
This is an excerpt from the complete course description for the course. If you are an active student at BI, you can find the complete course descriptions with information on eg. learning goals, learning process, curriculum and exam at portal.bi.no. We reserve the right to make changes to this description.