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2022/2023  MA-MMBDV1056U  Effective Negotiation - Turning experience into expertise

English Title
Effective Negotiation - Turning experience into expertise

Course information
Language English
Course ECTS 3 ECTS
Type Elective
Level Part Time Master
Duration One Semester
Start time of the course Autumn
Timetable Course schedule will be posted at calendar.cbs.dk
Min. participants 10
Max. participants 30
Study board
Study Board for Master i forretningsudvikling
Course coordinator
  • Aleksandra Gregoric - Department of Strategy and Innovation (SI)
Main academic disciplines
  • Strategy
  • Business psychology
Teaching methods
  • Face-to-face teaching
Last updated on 17-06-2022

Relevant links
Learning objectives
  • Identify and explain the key concepts and strategies of negotiation.
  • Demonstrate how these concepts and strategies can be applied in real-world negotiations and how the understanding of the negotiation theory/strategies can help create and claim value in such negotiations.
  • Evaluate and reflect on the applicability of the strategies in real-life negotiations, including cross-cultural negotiations.
  • Self-reflect on your own behavior during a (past) negotiation, including the ability to manage cognitive biases and emotions during a negotiation.
Course prerequisites
In life you don’t get what you deserve, you get what you negotiate. This may sound harsh and unfair, but if you have found this to be true in your own experience and you wish to convert your experience into expertise, this is the right course for you. Some pre-work is mandatory.
Examination
Effective Negotiation:
Exam ECTS 3
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 Max. 5 pages
Assignment type Synopsis
Duration
Written product to be submitted on specified date and time.
30 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 Winter
Make-up exam/re-exam Home assignment - written product
Size of written product: Max. 10 pages
Assignment type: Written assignment
Duration: Written product to be submitted on specified date and time.
Course content, structure and pedagogical approach

Negotiating effective agreements is typically viewed as a blend of art and science. Consequently, to assist you in developing effective negotiation abilities, this course heavily emphasizes experiential learning through participant involvement in exercises and simulations, primarily based on negotiation cases from Kellogg and/or Harvard. Throughout the training you will be placed into realistic negotiation settings, and you will need to prepare for, participate in, and analyze negotiations.  

This course focuses on developing your negotiating skills as an individual and as a negotiation team member. You will get acquainted with concepts like BATNA (the best alternative to a negotiated agreement), reservation and aspiration points. You will learn about the differences between the distributive and integrative negotiations. You will learn about how to prepare for a successful negotiation and how to create value, besides claiming value, in the negotiation. You will be introduced to various integrative negotiation techniques, such as logrolling, multiple equivalent simultaneous offers, etc. Given the challenging nature of many negotiations, we will also discuss tactics that break the barriers to cooperation in negotiation and that facilitate joint problem solving in both face-to-face negotiations and in virtual settings. You will be introduced to the basic cognitive biases and heuristics, as well as emotions and learn how they impact the negotiation process and outcomes. Based on the readings, in-class negotiation exercises and discussion, you will learn how to critically analyze your negotiation performance, and how to use the feedback and experiences in improving your negotiation skills.
Description of the teaching methods
This course heavily emphasizes experiential learning through participant involvement in exercises and simulations primarily with cases from Kellogg and/or Harvard. Throughout the training you will be placed into realistic negotiation settings, and you will need to prepare for, participate in, and analyze negotiations. We will work with feedback as means to create lasting behavioral change.
Feedback during the teaching period
Feedback during teaching
Student workload
Preaparation and Exam 70 hours
Teaching 20 hours
Last updated on 17-06-2022