Due to the coronavirus, all teaching and examination at the Department of Business Studies, Campus Gotland will take place online during period 1–2 (from 31 August to 3 November) during the autumn semester 2020.
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)
Registration for this course is done via Student Portal.
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.
Information for reservesIf 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 conditionsYou 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 email@example.com. 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 informationIf you have any questions about registration, please contact:
Name: Josefina Ahlvin / Maria Petersén Enström
Telephone: Josefina 0498-108235 Maria 0498-108226
Address: Cramérgatan 3, 621 67 Visby
Information about student accountsTo 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!
Course start: 2020-11-09
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:
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: firstname.lastname@example.org).