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2021/2022  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
  • Andreas Wieland - Department of Operations Management (OM)
  • Florian Kock - Department of Marketing (Marketing)
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 15-12-2021

Relevant links

Learning objectives
  • Identify problems of relevance to business relationship management and negotiation.
  • Apply theories and models to analyze problems of relevance to business relationship management and negotiation.
  • Critically reflect on the theoretical and practical implications of the analysis.
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 Essay
Duration Written product to be submitted on specified date and time.
Grading scale 7-point grading scale
Examiner(s) One internal examiner
Exam period Spring, Ordinary exam: TBA

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

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

Same examination form as the ordinary exam.
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
This course relies on a diversity of teaching methods including case-based and literature-based discussions, student presentations, and traditional lecturing where appropriate. Active student participation, including presentations, is required.
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.
Student workload
Lectures 24 hours
Online-material, quizzes, preparation for workshops, preparation for exam, exam 114 hours
Further Information

For further information, please contact the Department of Operations Management 

Studieadministrator: Gitte Østergaard goe.om@cbs.dk

Course responsible: Florian Kock fk.marktg@cbs.dk


Expected literature

Course literature consist of cases and academic papers:


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

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.

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

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

Monczka, R. M., Handfield, R. B., Giunipero, L. C., & Patterson, J. L. (2016). “Negotiation and conflict management”, Chapter 13, in: Purchasing and supply chain management. Cengage Learning, pp. 497-534.(book chapter)

Wheeler, M. A. (2014) ‘Negotiation Analysis: An Introduction’, Harvard Business School Cases, pp. 1-16.

Last updated on 15-12-2021