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2021/2022  DIP-DHDVV4007U  International Negotiation

English Title
International Negotiation

Course information

Language English
Course ECTS 5 ECTS
Type Elective
Level Graduate Diploma
Duration One Semester
Start time of the course Autumn
Timetable Course schedule will be posted at calendar.cbs.dk
Study board
Study Board for Graduate Diploma in Business Administration (part 2)
Course coordinator
  • Christian Warming - Department of Organization (IOA)
  • Evis Sinani - Department of International Economics, Goverment and Business (EGB)
Main academic disciplines
  • Globalisation and international business
Teaching methods
  • Blended learning
Last updated on 16-03-2021

Relevant links

Learning objectives
  • Knowledge of the global manager's activities in an intercultural context
  • Knowledge of the concepts of culture and intercultural communication
  • Insight into theories and models of international negotiation
  • Knowledge of negotiation strategies in an intercultural context
  • Identify and analyse complex negotiation situations and adjust relevant negotiation strategies to specific intercultural circumstances
  • Analyse ethical questions in international business negotiations
  • Independently assess and bridge various cultural differences in international negotiations, especially in an Asian context
  • Identify and through negotiation achieve possible shared goals in intercultural negotiations
International Negotiation:
Exam ECTS 5
Examination form Oral exam based on written product

In order to participate in the oral exam, the written product must be handed in before the oral exam; by the set deadline. The grade is based on an overall assessment of the written product and the individual oral performance, see also the rules about examination forms in the programme regulations.
Individual or group exam Individual exam
Size of written product Please see text below
Individual 8 page synopsis.
Assignment type Synopsis
Written product to be submitted on specified date and time.
20 min. per student, including examiners' discussion of grade, and informing plus explaining the grade
Grading scale 7-point grading scale
Examiner(s) Internal examiner and second internal examiner
Exam period Autumn
Make-up exam/re-exam
Same examination form as the ordinary exam
Course content, structure and pedagogical approach

The course aims to enable the student to independently conduct managerial, international negotiations in an increasingly global world.

In today’s globalised world, the activities of managers of multinational corporations as well as middle managers in SMEs increasingly include business trips and postings abroad as well as negotiations with foreign suppliers, customers, business partners and authorities. This means that an increasingly ‘global mindset’ and intercultural understanding is a precondition for the manager’s ability to successfully analyse and conduct the international negotiations that are becoming part of their everyday life. In addition, successful international negotiations require leadership abilities to accurately assess the individual negotiation situations and through appropriate measures direct the negotiations towards a result that is acceptable to both parties.
First, the course provides the student with knowledge of the global manager’s activities in an intercultural context and goes over concepts such as 'global mindset’, the MBI model and ‘cultural intelligence’. Subsequently, intercultural communication is discussed and the cultural dimension of international negotiations is examined.
After discussing the individual elements of international negotiations and relevant negotiation methods, strategies and theories, separate lectures and relevant cases will focus on international negotiations with Asian countries such as China, India, Japan and certain South East Asian countries. Finally, the central concepts of international negotiations are summarised with a focus on the advantages of long-term, win-win negotiation solutions.

Description of the teaching methods
This course is attendance-based with online elements.

Lectures, reviews of theory, cases and video clips will be supplemented with intense discussions in class.
The student is expected to have read the material for the respective lectures in advance with a view to actively participate in discussions.
Feedback during the teaching period
The studens will be given a multiple choice quiz during the course and receive immediate feedback. As a prelude to the exam, the students must prepare a synopsis about a concluded or current negotiation process.
During the preparation, the students will continuously have the opportunity of mentor feedback and sparring with the lecturer in relation to their chosen negotiation process. This feedback can be given via email, in the chat forum in Canvas and via phone/Skype.
Finally, the students can participate in 2-3 negotiation role plays with immediate feedback.
Student workload
Lectures 21 hours
Preparation (including exercises) 66 hours
Exam preparation and synopsis 50 hours
Further Information

The teaching activities will take place on Saturdays from 9:50-12:35 in weeks 33-39.


Written exam hand-in 12.October 2021


Oral exam 23.October and 25.October 2021.

Last updated on 16-03-2021