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2013/2014  BA-EOK_VLON  Language of Negotiations

English Title
Language of Negotiations

Course information

Language English
Exam ECTS 7.5 ECTS
Type Elective
Level Bachelor
Duration One Semester
Course period Spring, Autumn
changes in schedule may occur.
Teaching Thursday 11:40- 14:25. Week 13-22
Time Table Please see course schedule at e-Campus
Max. participants 40
Study board
Study Board for BA in English and Organisational Communication
Course coordinator
  • Alex Klinge - Department of International Business Communication (IBC)
Secretary - Tine Silfvander- ts.iadh@cbs.dk
Main academic disciplines
  • Communication
  • Language and Intercultural Studies
Last updated on 02-01-2014
Learning objectives
The course aims to give students a perspective on the approaches to various negotiation techniques by helping them sift through diverse theories and evaluate their importance. They will develop critical skills to work with negotiations by giving them the competence to decide on the correct style, approach, and form of language within a particular cultural context. Ultimately, they will acquire the necessary confidence and intercultural skills to communicate and negotiate with parties from a wide array of foreign countries on issues of business and political matters.

Learning objectives:
Students will learn:
  • To evaluate different negotiation styles and decide which should be applied to a particular problem to gain a negotiating edge
  • Sufficient vocabulary to meet most negotiating requirements
  • To understand the psychology of personality types to ease the negotiating confrontation
  • To structure the negotiation process and apply this structure to meet every contingency
  • To feel comfortable in different cultural environments
Course prerequisites
Undergraduate. Competence level at least intermediate level B1 English.
Examination form Home assignment - written product
Individual or group exam Individual
The question for the written exam is handed out during the final lesson of the course. The written paper is based on class work and the recommended literature included in the compendium and uploaded articles.
Size of written product Max. 5 pages
Assignment type Written assignment
Duration 7 days to prepare
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Autumn Term and Spring Term
Make-up exam/re-exam
Same examination form as the ordinary exam
Course content and structure

The course picks up on the essential phases of the negotiation journey, from the requirement to listen openly and constructively, to reframing the dispute into potentially common ground, to the win-win resolution. At each stage we look at the necessary and correct language which should be used to maximize positive affect, and pave the way for future harmony and mutual benefit. Furthermore, the course looks closely at cultural differences which impact negotiations and points out the difference in approach needed to navigate communication around the world. Cultural differences in negotiation styles cover behaviour, level of language, non-verbal language, and different ways of thinking which constitute the decision-making process.

Teaching methods
Basic lectures comprise the major components of the negotiation process. This includes acknowledging the need for flexibility in the negotiation process and a close examination of the language needed for effective persuasion.
In practical terms, the course gives ample opportunity to practice negotiation techniques both in groups and one-to-one. There are simulation exercises in which students will negotiate a particular political or economic problem, and class mates are encouraged to provide critique and constructive feedback.
Expected literature

205 page CBS compendium drawn from:

Three approaches to Resolving Disputes, W. L Ury, J. M Brett, S.B.Goldberg, pp 1-13, in Negotiation: readings, exercises, Cases, R.J. Lewicki, B. Barry, D.M Saunders (2007)

Selecting Strategy, R. Lewicki, A. Hiam, K.W Olander, pp, 14-29 in Negotiation, ibid

Attitudes, Beliefs, and Behaviour of Negotiations, pp 28-61, in The New Negotiating edge, G. Kennedy (1998)

Debates, Signals and Concord, pp. 146-171, in Kennedy, ibid.

Management and Marketing: Vocabulary exercises, I. Mackenzie (1998)

Fields of Argument and Modals, in The Uses of Argument by S. Toulmin, pp11-43 (!958/98)

Six Habits of Merely Effective Negotiations, J. K. Sebenius, (HBR April 2001)

Understanding Culture pp. 43-57,in, Dynamics of Successful Business Negotiation, R. Moran and W.G Stripp. ((1991)

A Framework for Global Business Negotiation, pp. 89-115, in Moran and Stripp, ibid

Vis-à-vis Communication, pp 159-177, in Global Negotiation: The New Rules by W. H. Requejo and J.L Graham (2008)

Globalization x Negotiation = Innovation, pp 233-51, W.Requejo and Graham, ibid

Last updated on 02-01-2014