TSOL550 - Negotiations


Examination arrangement

Examination arrangement: Assignment and Work
Grade: Letters

Evaluation form Weighting Duration Examination aids Grade deviation
Assignment 50/100
work 50/100

Course content

The course focuses on the theory and processes of negotiation by exploring literature, experiencing a range of negotiation simulations, reflecting on own learning and analysis of real life negotiations. Negotiation frameworks are best learned via hands-on experience and all sessions will have significant amounts of time allotted to simulations.

Course content
- Dynamics of distributive and integrative bargaining.
- Preparation and interest analysis.
- Sources of influence on negotiation processes and outcome.
- Intervention.
- Negotiations in practice.

Learning outcome

Students should be able to
- understand the basic concepts of negotiations
- understand the roles negotiations play in individuals and organizations lives
- understand a set of conceptual frameworks

Students should be able to
- Conduct an interest analysis
- Prepare for different types of negotiations
- Demonstrate basic negotiation skills
- Analyze and reflect on learning from actual negotiation experience
- Develop interpersonal skills related to communication, problem-solving, mutual persuasion

Students will develop competence in the many ways individuals think about and practice negotiations

Learning methods and activities

A high degree of active participation is expected to facilitate own and other students learning. Classes will be a mixture of lectures, discussions and negotiation simulations. The course will be taught in intensive sessions throughout the semester.

Further on evaluation

The assessment will be based on two parts:
One individual portfolio of assignments, and one group portfolio including paper presentations and a term paper. Both account for 50% of the grade respectively.

Students who fail one of the parts may retake this. In that case the evaluation form may be changed.

Students who want to improve the grade for the whole course, must apply to take the course the following year, in this case the portfolio may be given another type of assessment.

Admission to the study programme is required, see "special conditions".

Specific conditions

Limited admission to classes.

Admission to a programme of study is required:
Economics (MSØK)
Economics and Business Administration (ØAMSC)
Financial Economics (MFINØK)
Management of Technology (ØAMLT)

Required previous knowledge

Because of the highly experiential nature of this course, attendance and class participation are required. Due to the interactive nature of the course, attendance may be limited. If so, students will have priority subject to NTNU Business School ECTS credits and previous grades. Failure to meet for the first session without prior acceptance by course lecturer will result in a loss of place.

The course is taught entirely in English. Evaluation and and assessment will also be conducted in English. The course is open for Norwegian students and exchange students.

Course materials

To be announced at the beginning of the course.

More on the course



Version: A
Credits:  7.5 SP
Study level: Second degree level


Term no.: 1
Teaching semester:  AUTUMN 2020
Extraordinary deadline for course registration: 2020-06-01

Language of instruction: English

Location: Trondheim

Subject area(s)
  • Economics and Administration
Contact information
Course coordinator:

Department with academic responsibility
NTNU Business School



Examination arrangement: Assignment and Work

Term Status code Evaluation form Weighting Examination aids Date Time Digital exam Room *
Autumn ORD work 50/100
Room Building Number of candidates
Autumn ORD Assignment 50/100
Room Building Number of candidates
  • * The location (room) for a written examination is published 3 days before examination date. If more than one room is listed, you will find your room at Studentweb.

For more information regarding registration for examination and examination procedures, see "Innsida - Exams"

More on examinations at NTNU