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2012/2013  KAN-CM_U82  International Negotiations

English Title
International Negotiations

Course information

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 6-10
Thursday 08.00-12.25, week 11-12

Time Table Please see course schedule at e-Campus
Max. participants 60
Study board
Study Board for MSc in Economics and Business Administration
Course coordinator
  • Verner Worm - Department of International Economics and Management
Administration: Birgit Dahlgren - bgd.int@cbs.dk
Main Category of the Course
  • Business psychology
  • Communication
  • Corporate and Business Strategy
Last updated on 16-10-2012
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.
International Negotiations :
Type of test Written Exam
Marking scale 7-step scale
Second examiner No second examiner
Exam period Winter Term
Aids Closed Book
Duration 4 Hours
Written closed book exam using CBS computers. No aids.
Course content

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. 
Gelfand, Michele J.; Major, Virginia Smith; Raver, Jana L.; Nishii, Lisa H.; O'Brien, Karen | Academy of Management Review | 2006-0431:2,
|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 16-10-2012