• Describe and apply the basic strategies in several negotiation situations
• Manage conflict in a way that improves rather than harms relationships during a negotiation
• Develop awareness of negotiation style and gain valuable experience from re-peated negotiation exercises
• Explain how a range of negotiation situations and the strategies appropriate to specific situations at the bargaining table
• Identify the psychological process underling the decisions of negotiators and the biases that typically affect them.
• Explore negotiations that contain elements of both cooperation and competition, and learn how to create values in negotiations that lead to success.
• Learn how to successfully prepare for a negotiation
• Critique and evaluate the strategies and mistakes that affect the outcome of real life negotiations

Week 1:
Topic Lecture 1 (h): Purpose and setup of the course; Introduction to Negotiation

Week 2:
Topic Lecture 2 (h): Emotions & Social Dilemma in Repeated Negotiations 


Case study/Exercise 1: Exercise in Roles, emotions & dilemmas in a negotiation team

Week 3:
Topic Lecture 3 (h): Strategies of influence

Case study/Exercise 2: Exercise in ZOPA (manufacturing plant) negotiation

Week 4:
Topic Lecture 4 (h): Business Negotiations 


Case study/Exercise 4: Exercise in Two-party licensing negotiation

Week 5:
Topic Lecture 5 (h): Preparing for negotiation of commercial agreements

Case study/Exercise 5: Exercise in Term-sheet Negotiation

Week 6:
Topic Lecture 6 (h): Game theory

Case study/Exercise 6: Game theory

Week 7:
Topic Lecture 7 (h): Multi-party negotiations


Case study/Exercise 7: Exercise in Multi party business negotiation

Week 8:
Topic Lecture 8 (h): Biases in Negotiations, Judgments and Decision-making 


Case study/Exercise 8: Exercise in Joint Venture negotiation

Week 9:
Topic Lecture 9 (h): Cross-Cultural Negotiations


Case study/Exercise 9: Exercise in Parallel negotiations

Week 10:
Topic Lecture 10 (h): Legal perspectives of Negotiations

Case study/Exercise 10: Case study: Camp David Negotiation

Books:

David A Lax and James K Sebenius: 3D Negotiation (2006) Harvard Business School Press. ISBN 1- 59139-799-5

Palle H Jakobsen: Negotiations, decision making and better negotiated solutions (2018 in press) Saxo Publish.

Articles:

• Subramanian, G. (Dec 2009). Negotiation? Auction? A deal maker´s guide. Harvard Business Review, 101-107.
• White, S. B. and Neale, M. A. (1991). “Reservation prices, resistance points, and BATNAs: Determining the parameters of acceptable negotiated outcomes.” Negotiation Journal.
• Lytle, A. L., Brett, J. M., & Shapiro, D. L. (1999). “The strategic use of interests, rights, and power to resolve disputes,” Negotiation Journal.
• Allred, K. (2000). “Distinguishing best and strategic practices: A framework for managing the dilemma between claiming and creating value,” Negotiation Journal.
• van Veelen, M, García J, Rand D.G., and Nowak M.A. (2012). “Direct reciprocity in structured populations“ PNAS, vol. 109, no. 25, 9929–9934.
• Brett, J. M. and Gelfand, M. J. (2005). “Lessons from abroad: When culture affects negotiating style,” Negotiation.