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2019/2020  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
  • Kristina Dahlin - Department of Strategy and Innovation (SI)
Main academic disciplines
  • Economics
Teaching methods
  • Face-to-face teaching
Last updated on 02-09-2019

Relevant links

Learning objectives
By the end of this course, students will be able to:
  • 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-point grading scale
Examiner(s) One internal examiner
Exam period Winter
Aids Limited aids, see the list below:
The student is allowed to bring
  • Any calculator
The student will have access to
  • basic IT application package
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, structure and pedagogical approach

This course provides basic game theory techniques and practical knowledge necessary to negotiate. Large emphasis is placed on negotiation exercises 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. It is required a prior knowledge of basic game theory.


Week 1:

·         Purpose and setup of the course

Week 2:

·         Introduction to Negotiation

·         Negotiation Exercise in class: Two party Negotiation of collaboration agreement

Week 3:

·         Biases in Negotiations Negotiation

·         Negotiation in class

Week 4:

·         Gender

·         Negotiation Exercise in class

Week 5:

·         Gender

·         Negotiation Exercise in class

Week 6:

·         Negotiation with Emotions

·         Negotiation Exercise in class: How emotions impact on Negotiations

Week 7:

·         Negotiation Exercise in class: Repeated negotiations

 Week 8:

·         Cross-Cultural Negotiations

·         Negotiation exercise

Week 9:

·         Legal aspects of Negotiation

·         Case study: Legal aspects of Negotiation

Week 10:

·         Legal aspects of Negotiation

·         Case study: Legal aspects of Negotiation

Week 11:

·         Team Negotiations

  • Negotiation Exercise in class: Different roles in a negotiation team
Description of the 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




Last updated on 02-09-2019