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2023/2024  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
  • Florian Kock - Department of Marketing (Marketing)
Study administration for HD SCM: HDSCM@cbs.dk
Main academic disciplines
  • Communication
  • Supply chain management and logistics
  • Business psychology
Teaching methods
  • Blended learning
Last updated on 24-05-2023

Relevant links
Learning objectives
  • Explain the various concepts and strategies in negotiation and business relationship management
  • Be able to apply the acquired knowledge to identify problems and analyze negotiation and business relationship cases
  • Be able to apply the acquired knowledge to develop and explain strategies for problems of negotiation and business relationship cases
  • Present clear and coherent arguments for the choice of relevant models to solve a particular case
  • Critically assess the value and relevance of models, concepts and theories presented throughout the course
Examination
Negotiation and Relationship Management:
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 Max. 10 pages
Assignment type Case based assignment
Release of assignment The Assignment is released in Digital Exam (DE) at exam start
Duration
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 Spring, Ordinary exam: TBA

For information relating to the exam please go to: https://eksamen.cbs.dk/
Make-up exam/re-exam Home assignment - written product
Size of written product: Max. 10 pages
Assignment type: Case based assignment
Release of assignment: The Assignment is released in Digital Exam (DE) at exam start
Duration: 2 weeks to prepare
Description of the exam procedure

Course participants are expected to analyze a given case and to answer questions in relation to that case. This written product serves as the foundation of the oral examination.




For information relating to the exam please go to: https://eksamen.cbs.dk/
Course content, structure and pedagogical approach

This course is motivated by the fact that negotiation and business relationships are a fundamental aspect of every business activity. Specifically, negotiation may be the most important business skill a manager should master: Anytime you cannot achieve your objectives without the cooperation of others, you are negotiating. By the end of this course, you will have a mindset that will allow you to know what to say and do in virtually every negotiation situation. Science, in particular state-of-the-art psychological science, drives the best business negotition practices covered in this course.

 

Indeed, negotiations are often an important aspect of strategic business relationships and have a substantial impact on value creation. In this course, you learn how to claim and create value in negotiations and business relationships, how to communicate and achieve your goals, and how to build or restore trust for long-lasting relationships. This content will be exemplified through various real-life buyer-supplier cases. In addition, you will also learn how to assess your own personality, negotiation style and how it translates into business relationships.

 

 
Description of the teaching methods
This course employs a state-of-the-art blended learning approach. The majority of teaching activities will take place at CBS. The remaining lectures will be held online as live lectures. Teaching activities include elements of traditional lectures but are highly interactive as we will discuss cases and conduct self-assessment tests (e.g., on personality). The activities are complemented by class discussions, quizzes and Q&A forums. Active and constructive participation in class and contribution with own experiences is expected and welcomed.
Feedback during the teaching period
Due to the interactive nature of this course, feedback is a continuous and prevalent part of it. In addition, a formal lecture is set aside to optimally prepare course participants for the examination.
Student workload
Lectures 24 hours
Online-material, readings, quizzes, preparation for workshops, preparation for exam, exam 114 hours
Further Information

 

For information relating to the course please go to: canvas.cbs.dk

 

For further information, please contact:  


Course responsible: Florian Kock fk.marktg@cbs.dk (for content questions)

Studieadministrator: Gitte Østergaard goe.om@cbs.dk (for administrative questions)
Expected literature

Selected readings from the course:

 

Brooks, A. W. (2015). Emotion and the art of negotiation. Harvard Business Review,

 

Chamorro-Premuzic, T. (2017). The Personality Traits of Good Negotiators. Harvard Business Review.

 

Liker, J. & Choi, T.Y. (2004). Building Deep Supplier Relationships. Harvard Business Review.

 

Malhotra, D., & Bazerman, M. H. (2007). Investigative Negotiation. Harvard Business Review,

 

Stokel-Walker, C. (2015). What exactly is ‘game theory’? BBC News Magazine
Last updated on 24-05-2023