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2021/2022  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
  • Organisation
  • Strategy
  • Economics
Teaching methods
  • Face-to-face teaching
Last updated on 30-06-2021

Relevant links

Learning objectives
By the end of this course, students will be able to:
  • Describe and apply basic principles such as aspiration and reservation points, BATNA, bargaining zones
  • Manage conflict in a way that improves rather than harms relationships during a negotiation
  • Develop awareness of their own negotiation style and gain valuable experience from repeated negotiation exercises
  • Understand differentf 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 value in negotiations.
  • 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 Home assignment - written product
Individual or group exam Individual exam
Size of written product Max. 5 pages
Assignment type Written assignment
Duration Written product to be submitted on specified date and time.
Grading scale 7-point grading scale
Examiner(s) One internal examiner
Exam period Winter
Make-up exam/re-exam
Same examination form as the ordinary exam
Course content, structure and pedagogical approach

The course focuses on understanding logical and behavioral issues in negotiations with the intent of making student effective negotiators. The emphasis is on in-class exercises that gives first-hand experience of how different conditions trigger different behaviors in negotiation situations. A large part of the learning involves negotiating and the complexity of negotiations is building up over the span of the course, from one-to-one single-item negotiations to multi-party negotiations covering many dimensions performed by teams.

We cover theory from the basic building blocks of negotiations to the impact of emotions, gender, power, culture and physical settings. Self-reflection is key to becoming a more effective negotiator and is an important aspect of in-class discussions.



Lecture 1

Introduction and rules of the game

Core concepts and distributive negotiations


Lecture 2

Integrative negotiations

Emotion-expression matching


Lecture 3

Contingency contracts

More on emotions


Lecture 4

Multiparty negotiations


Lecture 5

Negotiate without face-to-face contact

Gender and culture in negotiations


Lecture 6

Team negotiations, two parties


Lecture 7

Team negotiations, multiple parties

International negotiations


Lecture 8

Conflict resolution

Mediated negotiation


Lecture 9

Guest speaker/MIT Climate negotiation

Course summary

Description of the teaching methods
The teaching of this course will be based on a variety of learning methods with a focus on negotiation exercises framed by lectures and class discussions of exercises.
Feedback during the teaching period
Students will receive feedback in the classroom after each exercise. Students will receive support in designing the final exam project via office hours.
Student workload
Preparation 32 hours
Exam 142 hours
Lectures and exercises 32 hours
Expected literature

A list of articles will be made available via Canvas


Last updated on 30-06-2021