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2017/2018  KAN-CCMVV5035U  Business Negotiation

English Title
Business Negotiation

Course information

Language English
Course ECTS 7.5 ECTS
Type Elective
Level Full Degree Master
Duration One Semester
Start time of the course Autumn
Timetable Course schedule will be posted at calendar.cbs.dk
Study board
Study Board for MSc in Economics and Business Administration
Course coordinator
  • Orsola Garofalo - SI
Main academic disciplines
  • Management
Last updated on 22-02-2017

Relevant links

Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors: To conduct successful business negotiations through understanding of how to prepare for a negotiation, how to conduct a negotiation in different business, cultural & emotional contexts & how to implement a negotiation outcome
  • Describe and apply the basic strategies in several negotiation situations
  • Manage conflict in a way that improves rather than harms relationships during a negotiation
  • Develop awareness of negotiation style and gain valuable experience from re-peated negotiation exercises
  • Explain how a range of negotiation situations and the strategies appropriate to specific situations at the bargaining table
  • Identify the psychological process underling the decisions of negotiators and the biases that typically affect them.
  • Explore negotiations that contain elements of both cooperation and competition, and learn how to create values in negotiations that lead to success.
  • Learn how to successfully prepare for a negotiation
  • Critique and evaluate the strategies and mistakes that affect the outcome of real life negotiations
Business Negotiation:
Exam ECTS 7,5
Examination form Home assignment - written product
Individual or group exam Individual exam
Size of written product Max. 15 pages
Assignment type Written assignment
Duration 48 hours to prepare
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Winter
Make-up exam/re-exam
Same examination form as the ordinary exam
* if the student fails the ordinary exam the course coordinator chooses whether the student will have to hand in a revised product for the re- take or a new project.
Course content and structure

Week 1:

Topic Lecture 1 (h): Purpose and setup of the course; Introduction to Negotiation

Case study/Exercise 1: Exercise in Two Party Negotiation of a collaboration agreement


Week 2:

Topic Lecture 2 (h): Strategies of Influence

Case study/Exercise 2: Analysing business terms & drafting a Negotiation strategy


Week 3:

Topic Lecture 3 (h): Biases in Negotiations. Judgments and Decision-making

Case study/Exercise 3: Case-study in Decision making


Week 4:

Topic Lecture 4 (h): Simulations in Negotiations

Case study/Exercise 4: Case study of simulations in negotiations


Week 5:

Topic Lecture 5 (h): Business negotiations

Case study/Exercise 5: Exercise in Term-sheet Negotiation


Week 6:

Topic Lecture 6 (h): Emotions & Social Dilemma in Repeated Negotiations

Case study/Exercise 6: How emotions impact on Negotiations



Week 7:

Topic Lecture 7 (h): Multi-party negotiations

Case study/Exercise 7: Exercise in Multi party business negotiation


Week 8:

Topic Lecture 8 (h): Team Negotiations

Case study/Exercise 8: Exercise in different roles in a negotiation team


Week 9:

Topic Lecture 9 (h): Cross-Cultural Negotiations

Case study/Exercise 9: Case study of Negotiation of Marketing Rights


Week 10:

Topic Lecture 10 (h): Renegotiation of agreements

Case study/Exercise 10: Case study: Agreement or going to Court? Patent case from Biotech.

Teaching methods
The teaching of this course will be based on a variety of learning methods, such as lectures, group activities, exercises and class discussions of cases.
Feedback during the teaching period
Students will receive feedback during office hours
Student workload
Preparation 100 hours
Exam 66 hours
Teaching 40 hours
Expected literature


·         Deepak Malhotra and Max Bazerman: “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond” (2008) https:/​/​www.amazon.com/​Negotiation-Genius-Obstacles-Brilliant-Bargaining/​dp/​0553384112


  • David A Lax and James K Sebenius: 3D Negotiation (2006) Harvard Business School Press. ISBN 1-59139-799-5



Gender differences in negotiations (Julia Beaqr and Linda Babcock)


Nice Girls don’t ask (Babcock et al. 2003) 

The hidden challenge of cross-border negotiations (James K Sebenius)


Culture, negotiation and the eye of the beholder (Jeffrey Rubin & Frank Sander)

Last updated on 22-02-2017