OsloUniversityCollege

Spring 2005

Instructors: Associate Professor Ivar Bredesen

Mr Robert Hartnet, Director, Heriot-WattUniversity, Scandinavian Agency

Credits:6 ETCS

Negotiation is one of several means available to managers to assist in the making of decisions. It is neither superior nor inferior to other forms of decision-making - it is appropriate in some circumstances but not in others. Deciding when it is appropriate to turn to negotiation, or away from it, is only part of the complexity of management. The course aims to provide a thorough grounding in the science and practice of negotiation. Various academic disciplines (economics, psychology, sociology, politics, anthropology and mathematics) have researched negotiation from their particular standpoints and much of this material forms the basis for the scientific analysis of negotiation.

The course will be conducted by means of lectures and case discussions. Students need to have the case studies prepared before they are discussed in class. The outline below is tentative and can be changed.

Date / Topic / Case
11.1 / Introduction. What is negotiation?
Red and blue behaviour
Negotiation as a process
When do we negotiate
The four phases of negotiation
Kennedy, chapter2.
14.1 / Negotiation style – red and blue behaviour
Game theory
The prisoners dilemma
Purple behaviour
Kennedy, chapter 3.
18.1 / Distributive bargaining
The buyer/seller dilemma
Entry and exit prices
Negotiators surplus
Kennedy, chapter 4.
25.1
28.1 / Preparation for Negotiation
Tradables
Red and blue attitudes
Interests, issues and positions
Readings: Kennedy chapter 5 and 6. / Iceberg
Essay 1
4.2
8.2 / Debate in negotiation
Types of debate – destructive argument
Types of debate – constructive arguments
A proposal is not a bargain
Signalling
Readings: Kennedy chapter 7 and 8. / Airport Authority (AA)
Essay 2
11.2
15.2 / Proposing
Difficult negotiators
Match or contrast
Negative behaviour
Purple conditionality
Kennedy, chapter 9, 10 and 11. / Jousting with Slobovic
18.2
25.2 / Bargaining for an agreement
Rational Bargaining
Fisher and Ury
BATNA
Streetwise Manipulation
Readings: Kennedy chapter 12, 13 and 14 / Essay 3
28.2
1.3
2.3
3.3 / Two full day sessions by Mr Robert Hartnet. The days will be used to sum up the course, practical negotiation training as well as preparation for the exam. / T.B.A
15.3 / Examination – 0900 - 1200. The case study (without questions) will be posted in advance.

Readings: Gavin Kennedy: The new negotiating edge. Nicholas Brealey, 1998.