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2012/2013  KAN-CM_SU8A  Negotiation and Conflict Management (Intensive)

English Title
Negotiation and Conflict Management (Intensive)

Course information

Language English
Exam ECTS 7.5 ECTS
Type Elective
Level Full Degree Master
Duration Summer
Course period Summer
6 week course (3 weeks of classes, 3 weeks of exam. NOTE: The course schedule is at the moment ONLY available at www.cbs.dk/summer
Time Table Please see course schedule at e-Campus
Study board
Study Board for MSc in Economics and Business Administration
Course coordinator
  • Faculty - Mary Morrissey, Prior Learning Centre
    Patricia Plackett - Department of Operations Management
Main Category of the Course
  • Communication
Last updated on 23-04-2012
Learning objectives
At the end of the course students should be able to:
• Understand negotiation and conflict management theory as it applies to various business and management settings, and be able to apply this theory to the analysis of problems and the development of exemplary conflict handling strategies.
  • Identify and describe the mental models, strategies and tactics that underlie the distributive (competitive), integrative (cooperative), principled, and mixed motive approaches to negotiation
  • Effectively prepare for difficult negotiations through systematic analysis: situational assessment; self assessment; and assessment of the other party
  • Identify and describe one’s own conflict handling styles and preferences as well as those of others and apply these conflict handling preferences to negotiation strategy
  • Assess the appropriateness of different conflict handling/ negotiation strategies to a wide range of potential negotiation situations
  • Understand the effects of individual differences in culture, race/ ethnicity, and gender to the negotiation context and development of strategy
  • Identify and analyze the various sources of power in negotiation situations, and how power may be leveraged throughout the process
  • Understand and explain the dynamics and role of trust in negotiation and how to proceed in situations of breach of trust and mistrust
  • Evaluate negotiation tactics and strategies against various ethical models/ standards of behaviour, and reflect on issues of legacy
Students must have strong English language speaking and comprehension skills (compulsory).
Negotiation and Conflict Management
Project / home assignment (written individually), 15 A4 pages :
Type of test Home Assignment
Marking scale 7-step scale
Second examiner No second examiner
Exam period Summer Term
Aids Please, see the detailed regulations below
Duration Please, see the detailed regulations below
Mandatory Feedback Assignment

In order to be allowed to write the Home Assignment, Students must submit each week—for feedback, a written comment of an insight or learning gained from the readings and /or the discussion in class.

An important part of the course is a group research project on a topic to be assigned and approved by the instructor. 
Students will be required to submit individual papers on the topic identified and developed by the respective groups. The papers will be due in the exam week (early August) approximately 3 weeks after the end of classes. 
Grades for the research paper will be based on the student’s demonstrated ability to organize and present information and to critically reflect on the theories and ideas developed in the presentation. The paper should be about 15 pages in length subject to CBS requirements. 
Course content
This is an intensive course in negotiation and conflict management. The theory and skills taught in this course are fundamental to contemporary management practice in all sectors. The course adopts an experiential approach to learning based on exercises designed to develop strategic approaches to obtaining agreements and managing conflict. The module is premised on the view that modern and effective organizations require leaders who are culturally fluent and conflict competent; leaders who possess well-developed collaborative team building, cross –sectional and multi-cultural conflict handling skills. The course focuses on improving the negotiation skills of students within a model of ‘enlightened’ or ‘exemplary practice’
Course content includes:
  • Basic Bargaining Theory
  • Preparation: What to do Before Negotiating
  • Interdependence and the Dilemma of Trust
  • Characteristics and Strategies of Distributive Negotiation
  • Characteristics and Strategies of Integrative Negotiation
  • Mixed Motive Bargaining
  • Principled Negotiation theory and practice
  • Conflict Handling Styles and Preferences
  • Characteristics of Effective Negotiators
  • Communication Skills: The Role of Listening and Empathy
  • Individual Differences and Diversity
  • The role of race/ethnicity/ gender / culture in negotiation
  • Creativity and Problem Solving
  • Persuasion, Power, and Leverage in Negotiation Strategy
  • Personal Ethics and the role of trust
  • Reflections on Ethics and Legacy in the Negotiation Process
Teaching methods
This course blends theoretical knowledge with practice and reflection. It includes case studies, simulations and group debriefings; video demonstrations; group presentations; individual reflections; and class discussions. Active participation in negotiation simulations and debriefings is central to the learning experience. Case studies/ simulations progress from simple individual negotiations to complex team and multi-lateral negotiations.

Students are expected to do the readings and prepare for their assigned parts in role plays, participate in all negotiation and conflict management simulations and case debriefings, prepare 2-3 brief reflective papers on readings and exercises, and complete a group project and individual written assignment that requires the development and application of strategy and theory to selected themes and/or cases.

In addition, case simulations and debriefings will provide a regular opportunity for joint feedback and reflection.

Expected literature
Required Texts:
The Mind and Heart of the Negotiator, Fourth Edition by Leigh L. Thompson, Pearson Education Inc,  Upper Saddle River, New Jersey, 2009. ISBN- 13: 978-0-13-814656-6
  • Part 1: Essentials of Negotiation pp 1-74
  • Part 2: Advanced Negotiation Skills pp 96-183
  • Part 3: Applications and Special Scenarios pp. 218-319 (300 pages)
Roy J. Lewicki, David M. Saunders, Bruce Barry and John W. Minton, Essentials of Negotiation, Fourth  Edition, McGraw Hill/ Irwin Publishers, New York, 2007. ISBN 0-07-254582-8
  • Strategy and Tactics
  • Communications and Breakdowns;
  • Power, 3rd Part Interventions and Ethics (250 pages)
Roger Fisher, William Ury and Bruce Patton, Getting to Yes, Negotiating Agreement Without Giving In, Second Edition, Harvard Negotiation Project, (N.Y. Penguin Books, 1991). ISBN 0 14 00.6534 2 (150 pages)
Additional Readings:
Articles from Dispute Resolution Readings and Case Studies, second Edition, Editor: Julie Macfarlane, Emond Montgomery Publications Limited, Canada, 2003, ISBN 1-55239-130-2
  • Conflict Analysis, A Series of articles from leading theorists in conflict studies: pp. 1-88;
  • Negotiating Style and Effectiveness: pp. 165-180 including Beyond Winning: Negotiating to Create Value in Deals and Disputes Harvard University Press by R. H. Mnookin, S.R. Peppet, and A.S Tulumello;  and Characteristics of Effective and Ineffective Negotiators by Gerald R. Williams,
Difficult Conversations, How to Discuss What Matters Most, Douglas Stone, Bruce Patton, Sheila Heen, Penguin Books, N.Y., 2000.  ISBN 0 14 02.8852 X
  • Creating a Learning conversation—Listening from the Inside Out pp. 163- 185
Clear Leadership, How Outstanding Leaders Make Themselves Understood, Cut through the Mush and Help Everyone Get Real at Work, by Gervase R. Bushe, Davies Black Publishing, Palo Alto CA., 2001 ISBN  0-89106-152-5.
  • The Descriptive Self : Communicating honestly pp 119-140
  • The Curious Self: Helping Others to communicate pp. 141-155
Bridging Cultural Conflicts, A New Approach for a Changing World, Michelle LeBaron, Jossey-Bass Publishers, San Francisco Ca. 2003 ISBN 0-7879-6431-X
  • Cultural Fluency in Conflict: An Overview pp. 33-83
Case Studies:
Case studies from the Harvard Program on Negotiation that deal with examples of distributive, integrative and principled negotiation-- from the perspective of bi-lateral and multi-lateral negotiations are included in the course.
Last updated on 23-04-2012