2018/2019
MA-MMBFV2074U Negotiation
| English Title |
| Negotiation |
|
|
| Language |
English |
| Course ECTS |
3 ECTS |
| Type |
Elective |
| Level |
Part Time Master |
| Duration |
One Quarter |
| Start time of the course |
Fourth Quarter |
| Timetable |
Course schedule will be posted at
calendar.cbs.dk |
| Study board |
Study Board for Full-Time MBA
|
| Course
coordinator |
- Birthe Larsen - Department of Economics
(ECON)
|
| Main academic
disciplines |
|
|
| Teaching
methods |
|
|
|
Last updated on
27-06-2018
|
| Learning objectives |
- demonstrate their understanding of key dynamics within the
negotiation process by presenting specific examples in an
analytical and practical manner and
- use reflective and other tools, and with reference to the
research literature on negotiation, constructively analyse their
own negotiations and negotiation behaviour and make practical
recommendations for their future negotiations
|
| Examination |
|
Negotiations:
|
| Exam
ECTS |
3 |
| Examination form |
Home assignment - written product |
| Individual or group exam |
Individual exam |
| Size of written product |
Max. 10 pages |
| Assignment type |
Case based assignment |
| Duration |
Written product to be submitted on specified date
and time. |
| Grading scale |
7-step scale |
| Examiner(s) |
One internal examiner |
| Exam period |
Summer |
| Make-up exam/re-exam |
Same examination form as the ordinary
exam
|
|
| Course content and structure |
|
Negotiation is an important process for getting things done and
so managers find they spend a lot of their time negotiating. It
might be a major financial deal, or a work scheduling problem, a
new labour agreement or an issue arising out of a supply contract.
I’m sure you spend a lot of time at your work in meetings and
having conversations to resolve issues and find new solutions –
these are often negotiations too. Although the context may differ
and ethical challenges may arise, there are some key principles
that help a negotiator reach an effective outcome. We will explore
these principles in class. However, a lot of the time in class will
be spent seeing how they work in practice so please be prepared to
be fully involved.
|
| Description of the teaching methods |
During the week you will have been encouraged to
complete some reflection sheets that relate to the various
negotiation exercises, and to the topics covered in class each day.
Using these reflections as a starting point, identify two aspects
of negotiation that seem particularly relevant to you and which
would benefit from further exploration if you are to improve your
negotiating. Perhaps as an aspect of negotiation was discussed in
class you gained new insights into how
negotiations ‘work’ or how you yourself negotiate. You may have
been challenged by something that occurred in the negotiation
exercises or in one of your real-life negotiations.Something may
have struck you as being really important while reading. You will
need to explore what the negotiation research literature on has
found about your two chosen topics and then use this research,
together with your own insights, to explain how what you have
learned will influence how you will negotiate more effectively in
future. You should provide practical examples; these might be
either how you would have handled a past negotiation differently or
what you plan to do in a forthcoming negotiation. |
| Feedback during the teaching period |
| The interactive case discussion format allows for
continuous feedback. The students are expected to attend class, be
prepared and participate in the case discussions. |
| Student workload |
| Teaching |
20 hours |
| Preparation |
20 hours |
| Examination |
10 hours |
|
Last updated on
27-06-2018
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