2013/2014
KAN-CM_U82 International Negotiations
| English Title |
| International
Negotiations |
|
|
| Language |
English |
| Exam ECTS |
7.5 ECTS |
| Type |
Elective |
| Level |
Full Degree Master |
| Duration |
One Quarter |
| Course period |
Autumn, Spring
Changes in course schedule may occur
Thursday 08.00-11.30, week 8,9,10
Thursday 09.50-13.30, week 5,6,7,11
Thursday 09.50-14.15, week 12 |
| Time Table |
Please see course schedule at e-Campus |
| Max. participants |
80 |
| Study board |
Study Board for MSc in Economics and Business
Administration
|
| Course
coordinator |
- Verner Worm - Department of International Economics and
Management (INT)
|
| Administration: Zahra
Olsen - zo.int@cbs.dk |
| Main academic
disciplines |
- Business psychology
- Communication
- Management
- Corporate and Business Strategy
|
|
Last updated on
08-04-2014
|
| Learning objectives |
At the end of the course participants
should:
- Be familiar with theories about international negotiation and
dispute resolution
- Be able to use them to analyze complex negotiation
situations
- Be able to suggest realistic ways of managing the
interdependencies during negotiations
- Be able to suggest ways of overcoming cultural differences in
international negotiations and to solve the
issues.
|
| Course prerequisites |
| Bachelor |
| Examination |
|
International
Negotiations:
|
| Examination form |
Written sit-in exam |
| Individual or group exam |
Individual |
| Assignment type |
Written assignment |
| Duration |
4 hours |
| Grading scale |
7-step scale |
| Examiner(s) |
One internal examiner |
| Exam period |
Winter Term |
| Aids allowed to bring to the exam |
Closed Book: no aids |
| Make-up exam/re-exam |
Same examination form as the ordinary exam
If the number of registered candidates for the make-up
examination/re-take examination warrants that it may most
appropriately be held as an oral examination, the programme office
will inform the students that the make-up examination/re-take
examination will be held as an oral examination
instead.
|
Description of the exam
procedure
PC exam on CBS computers with print.
It is not allowed to bring your own PC and printer.
No access to the internet, LEARN and personal
S:/drive.
|
|
| Course content and
structure |
|
Much managerial activity
involves bargaining, negotiation, and settling of disputes.
Managers bargain with superiors, peers, and subordinates, suppliers
and customers, competitors and allies. Negotiation is a
decision-making process in which two or more actors seek to
reconcile their conflicting interests. Effective negotiation can
improve outcomes for everyone involved. Ineffective negotiation, in
contrast, usually leads to poor outcomes for those who negotiate
poorly, can also lead to poor outcomes for others, and sometimes
result in failures to agree even when agreement is possible.
In addition this course will analyze the nature of, and the
dynamics of international negotiation processes. In a globalizing
world international negotiations have become the operating norm.
Globalization has increased the costs and benefits of
interdependence for national governments, international firms, and
non governmental organizations. It is the management of
interdependence which necessitates negotiations. The ability to act
insightfully in complex situations is critical to successful
negotiations. Insightful action is in turn dependent on the
managerial ability to accurately assess and appraise international
negotiating situations. Managerial capabilities in relation to
China is particular important in today’s world.
The course's development of personal
competences:
The overall goals of the course
are to improve students’ negotiating skills, and to do so by
providing a theoretical underpinning that will help them to
understand the sources of effective and ineffective approaches to
negotiations. We will use the basic principles of negotiation
theory in appraising national and international negotiating
situations. Ensuing discussions will focus on the ways in which
concepts and theory inform practice.
|
| Teaching methods |
| The course will be taught in a
seminar style cum lecture format. You are expected to have read the
material in advance and be prepared for discussing it in class.
Intensive class discussions will be supplemented by lectures,
negotiation simulations, and outside speakers. If there is any
business and/or international situation that catch your attention I
would encourage you to bring it up in class for discussion. It may
also be helpful to keep abreast of international developments. We
will be referring to them from time to time during our
discussion. |
| Expected literature |
|
Recommended literature:
Brett, J. Negotiating Globally (2007). San Francisco:
Jossey –Bass.
Lewicki, R., Saunders, D., Barry, B. (2011). Essentials of
Negotiation. 5thed.
Articles:
|Adopting a Dual Lens Approach for Examining the Dilemma
of Differences in International Business Negotiations.
Tinsley, Catherine H.; Curhan, Jenifer J.; Kwak, Ro Sung |
International Negotiation | 19994:1, | 5(18)
Negotiating the Spirit of the Deal.
Fortgang, Ron S.; Lax, David A.; Sebenius, James K. | Harvard
Business Review | 2003-0281:2,
|
Last updated on
08-04-2014
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