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2010/2011  BA-HA_E136  International business negotiation

English Title
International business negotiation

Course Information

Language English
Point 7,5 ECTS (225 SAT)
Type Elective
Level Bachelor
Duration One Semester
Course Period Autumn
Pending schedule: Mon.:11.40-14.15, week:36-39,41-43,46-48
Time Table Please see course schedule at e-Campus
Study Board
Study Board for BSc in Economics and Business Administration
Course Coordinator
Jens Gammelgaard - jg.int@cbs.dkSectretary Tina Forsingdal - tfo.int@cbs.dk
Main Category of the Course
  • Communication
  • Globalization, International Business, markets and studies

Taught under Open University-Taught under open university.
Last updated on 29 maj 2012
Learning Objectives
The course provides students with an understanding of the principles of effective negotiations and how these can be applied in international business negotiations. It enables the student to use a structured approach to analyse intercultural negotiations, and prepares them for becoming valuable members of business negotiation teams.
At the end of the course, the student
- will be familiar with basic terms and principles in contemporary international negotiation theory;
- will be able to identify cultural aspects of business negotiations and ways of handling these;
- will be able to use interest-based negotiation skills in business negotiation exercises, and
- can analyse business negotiations, differentiating issues, processes, parties, and conditions.
4 hour open book exam
Exam Period Winter Term
The exam is a 4 hour written, open book exam. The exam is PC-based with no internet access. It is also possible to write in hand.
Prerequisites for Attending the Exam
Course Content

The course contains an introduction to the process of business negotiations, i.e. of reaching an agreement with a party whose interests, cultural norms, communication styles and business expectations may differ significantly from one’s own. Recent negotiation theory will be used to analyse the particulars of international business negotiations with a focus on two-party negotiations. The course is structured in three modules. Module 1: Introduction to Negotiation Theory will introduce the students to negotiation theory, laying out the analytical framework for understanding negotiations in general and international business relations in particular. Module 2: Cultural aspects of business negotiations explores the importance of cultural differences as a fundamental premise influencing all aspects of negotiations. In Module 3: International Business Negotiations in practice, the students will be introduced to tools for practical applications of effectively analysing, preparing and conducting negotiations and examples of real business negotiations will be discussed.

Teaching Methods
The course will build on seminar work, presentations by teachers and student work groups, negotiation simulations and exercises (one of which will be written).

This course is offered in collaboration with DIS (Danish Institute for Study Abroad). The aim of the course is to form a combined class of DIS students and CBS students, in order to create a true international learning environment, and departure for inter-cultural negotiation simulations.

Text book:

1. Fisher, Roger, Ury, William and Patton, Bruce: Getting to Yes: Negotiating Agreement Without Giving in, Revised 2nd edition, Penguin USA, 1991 and/or

2. Rudd, J.E. & Lawson, D.R.: Communicating in Global Business Negotiations, Sage Publications, Inc, 2007


1. Adair W, Brett J. The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation.Organization Science[serial online]. January 2005;16(1):33-51.

2. Dupont, C. (2001):International Business Negotiations.In International Negotiation: Analysis, Approaches, Issues. Pp 375-390. Edt. by V. A. Kremenyuk.

3. Lewicki R, Hiam A. The flexibility of the master negotiator.Global Business & Organizational Excellence[serial online]. January 2007;26(2):25-36.

4. Malhotra D. Risky Business: Trust in Negotiations.Negotiation[serial online]. February 2004;:3-5.

5. Salacuse J. Negotiating: The top ten ways that culture can affect your negotiation.Ivey Business Journal[serial online]. March 2005;69(4):1-6

6. Saner, R. (2008): Strategies and Tactics in International Business Negotiations.In Internationa Business Negotiations (2ndEdition). Edt. by Ghauri, P. N. and Usunier, J-C.

7. Sebenius J. The Hidden Challenge of CROSS-BORDER NEGOTIATIONS.Harvard Business Review[serial online]. March 2002;80(3):76-85.

8. Thompson L, Leonardelli G. The big bang: The evolution of negotiation research.Academy of Management Executive[serial online]. August 2004;18(3):113-117