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2020/2021  DIP-DSCHO1007U  Negotiation & Relationship Management

English Title
Negotiation & Relationship Management

Course information

Language English
Course ECTS 5 ECTS
Type Mandatory
Level Graduate Diploma
Duration One Semester
Start time of the course Spring
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 40
Study board
Study Board for Graduate Diploma in Business Administration (part 2)
Course coordinator
  • Kim Sundtoft Hald - Department of Operations Management (OM)
Study administration for GD SCM: HDSCM@cbs.dk
Main academic disciplines
  • Marketing
  • Organisation
  • Supply chain management and logistics
Teaching methods
  • Blended learning
Last updated on 05-05-2020

Relevant links

Learning objectives
  • Identify and explain the concepts and theories of business relationship management and negotiation.
  • Apply theories and models to analyse cases on business relationship management and negotiation.
  • Reflect upon theories and models’ relevance and applicability.
Negotiation and Relationship Management:
Exam ECTS 5
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 24 hours to prepare
Grading scale 7-point grading scale
Examiner(s) One internal examiner
Exam period Spring, Ordinary exam: xxx

More information about the exam: My.cbs.dk.
Make-up exam/re-exam
Same examination form as the ordinary exam
Re-exam: xxx

More information about the exam: My.cbs.dk.

A new case will be the basis for a re-exam. Please note that the assessment of the learning objective “Reflect on own written forum contributions provided during the course, and relate these to the exam questions and to the theories and analytical models presented in the course” will be based on the student’s own written forum contributions provided during the teaching period on the course.

If the student has - in accordance with the rules of the Copenhagen Business School on re-exams - provided evidence that illness during the teaching period resulted in the student not having been able to contribute with his/her own written forum contributions delivered during the course, the student will be given a new opportunity to make this contribution.
Course content, structure and pedagogical approach

The content of the course is motivated by the fact that an increasing proportion of value creation takes place in strategic business relationships. In particular, well-functioning relationships with the most important suppliers and the most important business customers are highly important to any companies.


The primary focus of the course is the management and development of strategic buyer-supplier relationships.


The course provides a fundamental introduction to buyer-supplier relationships. The course explores the key components of buyer-supplier relationships, and course participants will learn how buyer-supplier relationships can be analysed, managed and developed.


Specifically the course provides a deep understanding of the factors that influence the functioning of buyer-supplier relationships. Value, Power/dependence, trust and attractiveness are some of the core factors that are addressed in the course. The course also provides a fundamental introduction to key aspects and theories on negotiation in business-to-business relationships.

Description of the teaching methods
The course is a Blended Learning course with a high proportion of online material. A high degree of independent studies on the part of the student must be anticipated. The course consists of a number of different self-activation elements such as for example video elements, quiz elements and exercise elements. CBS Canvas is used as the primary platform. In addition to this, the course consists of face-to-face class sessions/workshops.
Feedback during the teaching period
Feedback is provided via dialog and interaction in workshops. Peer feedback is also provided as an integrated part of case-analysis and presentation. In addition feedback is provided before and after class by the completion of CBS Canvas quizzes.
Student workload
Workshops 22 hours
Online-material, quizzes, preparation for workshops, preparation for exam, exam 120 hours
Further Information

Blended Learning/Workshops tuesdays in weeks 2,3,5, and 8 and Sunday in week 5.


For further information, please contact the Department of Operations Management 

Course responsible: Kim Sundtoft Hald ksh.om@cbs.dk

Programme Administrator: Janne Fobian Jørgensen, jfj.om@cbs.dk




Expected literature

Course literature consist of cases and academic papers: Examples:

Hald, K.S., Cordon, C. and Vollmann, T.E. (2009), Towards an understanding of attraction in buyer–supplier relationships, Industrial Marketing Management, Vol. 38, pp. 960-970

Ellegaard, C., Vollmann, T., & Cordon, C. (2002), Freqon – Buyer-Supplier Evolution?, IMD – International Institute for Management Development, Lausanne, Switzerland, pp. 1-13.

ALMQUIST, E., CLEGHORN, J. and SHERER, L. (2018) ‘The B2b Elements of Value’, Harvard Business Review, 96(2), pp. 72–81.

Ulaga, W. (2003). Capturing value creation in business relationships: A customer perspective. Industrial Marketing Management, 32(8), pp. 677-693.

Cox, A (2001), 'Understanding Buyer and Supplier Power: A Framework for Procurement and Supply Competence', Journal of Supply Chain Management, 37, 2, pp. 8-15.

Wheeler, M. A. (2002) ‘Negotiation Analysis: An Introduction’, Harvard Business School Cases, pp. 1-14.

Last updated on 05-05-2020