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2016/2017  KAN-CICOO1007U  International Business Negotiation

English Title
International Business Negotiation

Course information

Language English
Course ECTS 7.5 ECTS
Type Mandatory
Level Full Degree Master
Duration One Semester
Start time of the course Spring
Timetable Course schedule will be posted at calendar.cbs.dk
Study board
Study Board for MA in International Business Communication
Course coordinator
  • Anne Marie Bülow - Department of Management, Society and Communication (MSC)
Main academic disciplines
  • Globalization and international business
  • Communication
  • Language
Last updated on 04-08-2016
Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors:
  • analyze conflict and solution potential of given cases
  • identify and explain relevant theoretical negotiation issues, e.g. expectation, cognition, decision or stakeholder issues
  • discuss theory, analytical methods and empirical data with critical reflection
  • identify and explain potential pitfalls of a language or culture related nature
International Business Negotiation:
Exam ECTS 7,5
Examination form Written sit-in exam
Individual or group exam Individual exam
Assignment type Written assignment
Duration 4 hours
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Summer
Aids allowed to bring to the exam Limited aids, see the list below:
  • Written sit-in-exam on CBS' computers
  • Books and compendia brought by the examinee
  • Notes in paper format brought by the examinee
  • USB key to upload your notes before the exam
  • All dictionaries
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.
Course content and structure

The course aims to equip students to conduct successful negotiations, and to identify, explain and handle patterns of professional conflicts of interest, both within the multicultural and dispersed organization, e.g. between management and employees, and between organizations, e.g. as buyers or sellers; to enable them to trace the sources of effective and non-effective interaction, and to make informed choices of a language or culture related nature.


Thematic clusters, angled to include international and intercultural aspects:

  • distributive and integrative negotiation styles
  • ethical and effective decision making involving two or multiple parties
  • conflict solution and mediation


The course utilizes concepts found in intercultural theory, negotiation and decision theory, and conflict handling theory. 
Practical skills:

Skills in strategic decision making, risk assessment, and conflict handling are trained through negotiation cases and simulations. 

Teaching methods
Lectures, seminars and practical negotiation exercises with feedback
Student workload
Lectures and seminars 36 hours
preparation 108 hours
group assignments 26 hours
examination incl preparation 30 hours
Expected literature

a) Lewicki, Barry & Saunders (2016) Essentials of Negotiation (6th ed). New York ; McGraw-Hill Educatio, and assorted journal articles.

b) a set of cases and simulations.

Last updated on 04-08-2016