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2017/2018  KAN-CJURV2100U  Negotiation: Theory and Practice

English Title
Negotiation: Theory and Practice

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 BSc/MSc in Business Administration and Commercial Law, MSc
Course coordinator
  • Orsola Garofalo - SI
Main academic disciplines
  • Economics
Last updated on 07-12-2017

Relevant links

Learning objectives
To achieve the grade 12, students should meet the following learning objectives with no or only minor mistakes or errors: This course provides game theory techniques and practical knowledge necessary to negotiate. Large emphasis is placed on negotiation exercises and case studies that help student to understand the approach appropriate to negotiate. By reflecting on these exercises in light of negotiation theory, students develop a self-awareness of their personal negotiation style.
  • 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
Negotiation: Theory and Practice:
Exam ECTS 7,5
Examination form Written sit-in exam on CBS' computers
Individual or group exam Individual exam
Assignment type Written assignment
Duration 3 hours
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Winter
Aids Limited aids, see the list below:
The student is allowed to bring
  • Any calculator
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). PLEASE NOTE: Students are not allowed to communicate with others during the exam : Read more about exam aids and IT application packages here
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

Lecture 1:

  • Purpose and setup of the course; Using Game Theory
  • Game Theory exercise


Lecture 2:

  • Introduction to Negotiation and Biases in Negotiations
  • Negotiation Exercise in class: Two party Negotiation of collaboration agreement


Lecture 3:

  • Ultimatum game and Negotiation
  • Case Study: Analyzing business terms & drafting a Negotiation strategy


Lecture 4:

  • Rubinstein Bargaining
  • Game Theory exercise


Lecture 5:

  • Gender
  • Negotiation Exercise in class:


Lecture 6:

  • Negotiation with Emotions
  • Negotiation Exercise in class: How emotions impact on Negotiations


Lecture 7:

  • Social Dilemma in Repeated Negotiations
  • Negotiation Exercise in class: Repeated negotiations


Lecture 8:

  • Cross-Cultural Negotiations
  • Case study: Camp David Negotiation & Negotiation of Marketing Rights


Lecture 9:

  • Legal aspects of Negotiation
  • Case study: Legal aspects of Negotiation


Lecture 10:

  • Legal aspects of Negotiation
  • Case study: Legal aspects of Negotiation


Lecture 11:

  • Team Negotiations
  • Negotiation Exercise in class: Different roles in a negotiation team


Teaching methods
The teaching of this course will be based on a variety of learning methods, such as lectures, group activities 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


  1. Game Theory for applied economists. Robert Gibbons
  2. Game Theory 101: Bargaining. William Spaniel


Additional readings (not required):

Deepak Malhotra and Max Bazerman: “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond” (2008)

Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes. New York: Penguin. 

Last updated on 07-12-2017