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Negotiations in a Business Context, 15.0 c

Course code:2FE975, Report code:21101, 100%, DAG, NML
week: 46 - 02 Semester: Autumn 2020 (2020-11-09 - 2021-01-17)

Course registration

Registration for this course is done via Student Portal.

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Registration is open: 2020-10-18 - 2020-11-02

Information for admitted students

It is important that you register in time within the period of registration, not risking your place at the program.

If you already are a student at Uppsala university you will be able to activate and register yourself in the Student portal.

If you are a NEW student you will need to activate a student account before a registration online is possible, https://studentportalen.uu.se/portal/portal/uusp?uusp-locale=en.

If you are a NEW student WITHOUT a Swedish personal identity number, and are unable to receive the one-time passcode in Uppsala or Visby, please contact the Servicedesk@uu.se for assistance with a request for a one-time passcode with a simplified ID control process (see the process below). After receiving your one-time passcode, you can create a student account and then register online in the Student Portal.
1. Contact servicedesk@uu.se with a copy of your ID document and household bill to request for a simplified ID verification (through Skype or Zoom, web-camera must be activated)
2. The Service Desk reviews the documents and schedules a video meeting on Skype or Zoom.
3. The one-time code is provided during the video meeting while a confirmation email is sent to you confirming that the one-time code has been communicated.
4. You can activate your student account using the one-time code within 4 hours after receiving it.
5. From August 1, you can register for the course or courses of the programme that you are admitted to.
6. Please note that it may take up to 24 hours after registration before you can access studium.uu.se

Information for reserves

If any places can be offered to applicants on the waiting list/reserves, they will be contacted via e-mail with the address used on antagning.se/universityadmissions.se.

Check your e-mail (including spam-filters) daily during August 1-September 15. Notification may come very late with a very short reply time.

Information for students admitted with conditions

You are admitted with a condition and must show that you fulfill the eligibility of the programme/course before the last day to register. No registration can take place until you have confirmed that you fulfill the conditions. In order to get manually registered you need to contact Student services studentservicecampusgotland@uadm.uu.se. In your request, do not forget to state your name and personal identity number or the e-mail address you provided when you applied at universityadmissions.se.

Contact information

If you have any questions about registration, please contact:
Name: Josefina Ahlvin / Maria Petersén Enström
Email: studentservicecampusgotland@uadm.uu.se
Telephone: Josefina 0498-108235 Maria 0498-108226
Address: Cramérgatan 3, 621 67 Visby

Information about student accounts

To take this course you must have a student account. As an admitted you can activate your student account via www.uu.se/konto.

Information about course start

Welcome to the course Negotiations in a Business Context!
The course starts 9 november 2020.

You will find more information about dates and times in the left menu “Schedules”

Course start: 2020-11-09

Course information


Welcome to the course “Negotiations in a business context” at Uppsala University Campus Gotland. The aim of this course is to enhance participants’ knowledge and skills for managing negotiations in a broad array of situations and settings. This includes negotiations within organizations (e.g., with co-workers or bosses) and between organizations (e.g., with buyers or suppliers). The course will introduce students to the subject both from a theoretical and a practical perspective.

The course starts by introducing the basic principles of distributive bargaining and integrative negotiation. Thereafter we consider different factors affecting negotiation situations, such as social relationships, power, social norms, and ethical questions. We also explore how negotiations are affected by the inclusion of more than two parties.

The course combines lectures and seminars with oral and written individual and group assignments. Throughout the course, we will use role-play negotiation exercises to apply insights from the lectures and course literature, and gain some practical experience. Some of the role plays will take place during the lectures, but most of them will take place out of class. The role play negotiation exercises will be discussed and analysed during lectures and seminars, in order to develop participants’ skills and deepen their understanding of relevant concepts and theories. This requires active participation from everyone.

In addition, studying and discussing relevant literature during student-led seminars, and using theory to analyse different types of negotiations will form an important part of the course. At the end of the course, participants will write a report analysing a real-world negotiation of their choice.

The course is taught in English.

The required course books for the course are:

  • Lewicki, R.J., B. Barry and D.M. Saunders, 2010. Negotiation. International edition. New York: McGraw-Hill/Irwin (6th edition or later), ISBN 978 125 925 4390. When buying the book from the publisher (https://www.mheducation.co.uk/ise-negotiation-9781260565591-emea), you can use the code MGH20SE to receive 20% discount (valid until 15th November 2020).[IMPORTANT: please note that there are two other books by the same team of authors, with similar titles, i.e. “Essentials of negotiations“ and “Negotiation: Readings, exercises and cases”, so don’t get confused!]
  • Fisher, R., W. Ury and B. Patton, 1991. Getting to yes: Negotiating an agreement without giving in. London: Random House Business Books (2nd edition or later).

A limited number of copies of these books is available at the university library at Campus Gotland, “Almedalsbiblioteket”. Here is the link to the library catalogue: https://www.almedalsbiblioteket.se/search/Search.html.

Information on additional articles and other texts, as well as on assignments and other relevant information can now be found in the course description (see under Documents - Course description & instructions). To be able to see the course description and other course materials you need to be registered for the course.

Given the current situation this year the course will be taught via zoom. The timetable is included in the course description (see under Documents - Course description & instructions). Please note that the timetable may still be adjusted to accommodate a guest lecture.

I hope you will enjoy the course, and look forward to working with you. If you have any questions, please don’t hesitate to contact me (email: birgit.pauksztat@fek.uu.se).

Kind regards,

Birgit Pauksztat

(Course leader)

The course bulletin board
Online education during period 1-2 (from 31 August to 3 November)
2020-06-25 13:42