Department of Business Administration
Dean:Dr. Friðrik Már Baldursson
Email:vd@ru.is
Website:http://www.ru.is/vd
TeachersView
MSc in Marketing - 120 ECTS
Semesters:4
Years:2
ETCS:120
Learning OutcomesView
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Mandatory course on majorTeaching language
Optional course on majorPrerequisites for course
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Vorönn/Spring 2020
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Sumarönn/Summer 2020
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More infoAccounting Fraud and ForensicsElectiveV-722-AFORECTS 7,5
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More infoNegotiations and SalesElectiveV-744-NEGOECTS 7,5
Year
1. yearPrint
SemesterSummer 2020
Level of courseN/A
Type of courseElective
PrerequisitesNo prerequisites.
ScheduleNo schedule found.
Lecturer
Kristján Vigfússon
Content
The purpose of this course is to provide students with a set of conceptual frameworks as well as practical tools to develop their skills and competences to become effective negotiators. Good communication skills are crucial when it comes to successful cooperation, solving issues in the workplace, when negotiating agreements in business or private life.

Individuals have different interests and values and the ability to negotiate successfully rests on combination of analytical and interpersonal skills. These skills are crucial for achieving results in today’s complex organizations as well as in ad hoc projects and teamwork required in today´s increasingly global business world. Without tried methods organizing our approach, our results can be inconsistent and inferior. Students will therefore learn how important it is to use the relevant methods to gain agreement and cooperation from others to achieve win/win results. Students’ engagement will be core of this course which helps students to achieve better and more sustainable outcomes.

The course explores and develops knowledge and skills in negotiations and most common tactics. Students will also learn the importance of active listening and how to create and sustain long-term customer relations. The emphasis will be on the concept of economic behaviour, different styles and strategies. The overall emphasis throughout the course is on active participation as that is an effective way to learn new skills and change behaviour. The course starts with simple two-party negotiations and short lectures in-between. As the course goes on students will take on more complex multiparty negotiations and structured negotiation exercises. Case study method will be used in class using real or as real as possible exercises. In-class time will be used to allow students to do practical exercises using cases. The time will also be used for discussion and debate along with short lectures.
Learning outcome - Objectives
The student should:
- Know the key concepts and methodologies in negotiations
- Understand the dynamics of each "stage" of the negotiation process
- Recognize different communication styles and how to influence the course of events
The student should be able to:
- Prepare and plan negotiations successfully
- Apply methods, theories and concepts of negotiation to create mutually beneficial agreements and to maximize the gain for both parties

Course assessment

Reading material
No reading material found.
Teaching and learning activities

Language of instructionEnglish
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