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2017/2018  BA-BHAAV2645U  International Business Negotiation

English Title
International Business Negotiation

Course information

Language English
Course ECTS 7.5 ECTS
Type Elective
Level Bachelor
Duration One Semester
Start time of the course Autumn
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 60
Study board
Study Board for BSc in Economics and Business Administration
Course coordinator
  • Christian Romer Vingtoft - EGB
Main academic disciplines
  • Globalization and international business
  • Intercultural studies
  • Communication
Last updated on 16-02-2017

Relevant links

Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors: 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 able to identify basic terms and principles in contemporary international negotiation theory
  • will be able to explain cultural aspects of business negotiations and ways of handling these
  • will be able to analyze and use interest-based negotiation skills in business negotiation exercises
  • can integrate and demonstrate a clear understanding of business negotiations, differentiating issues, processes, parties, and conditions
International Business Negotiation:
Exam ECTS 7,5
Examination form Written sit-in exam on CBS' computers
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 Winter
Aids Closed book: no aids
However, at all written sit-in exams the student has access to the basic IT application package (Microsoft Office (minus Excel), digital pen and paper, 7-zip file manager, Adobe Acrobat, Texlive, VLC player, Windows Media Player), and the student is allowed to bring simple writing and drawing utensils (non-digital). PLEASE NOTE: Students are not allowed to communicate with others during the exam.
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 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.
Feedback during the teaching period
This course is highly interactive, involving a large number of negotiation simulations where students will prepare, execute and evaluate negotiations based on real life cases.

Students will during the course get teacher feedback on the simulations.

Student workload
lectures 36 hours
preparation and exam 170 hours
Further Information

The course is offered in collaboration with DIS. The purpose is to make a joined class cohort of 20 International DIS students, with 40 CBS students to create an international environment in which real-life international business negotiations can be exercised and taught.


Expected literature

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

Last updated on 16-02-2017