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2023/2024  KAN-CCMVV2313U  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
Max. participants 50
Study board
Study Board for cand.merc. and GMA (CM)
Course coordinator
  • Kristina Dahlin - Department of Strategy and Innovation (SI)
Main academic disciplines
  • Organisation
  • Strategy
  • Economics
Teaching methods
  • Blended learning
Last updated on 16-02-2023

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
  • Develop awareness of their own negotiation style and gain valuable experience from repeated negotiation exercises
  • Identify the psychological processes underling the decisions of negotiators and the biases that typically affect them, for instance (but not limited to) the effects of culture, emotions, gender and interaction style.
  • Understand different negotiation situations and the strategies appropriate to specific situations at the bargaining table
  • 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 Group exam
Please note the rules in the Programme Regulations about identification of individual contributions.
Number of people in the group 2
Size of written product Max. 25 pages
The student can choose to write an individual project of max. 15 pages.
Assignment type Written 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.
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
If the student fails the ordinary exam the course coordinator chooses whether the student will have to hand in a revised product for the re- take or a new project.
Course content, structure and pedagogical approach

The course focuses on understanding both logical and behavioral issues in negotiations with the intent of making students effective negotiators.


The emphasis is on in-class exercises that gives first-hand experience of how different conditions and information trigger various 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 basic negotiation concepts such as reservation and aspiration points, distributed versus integrative negotiatioons to the impact of emotions, gender, power, culture and physical settings have on negotiation behvior and outcomes.

We discuss and perform business negotiations such as salary, employment and sales contracts but also trade deals and climate negotiations. 


Self-reflection is key to becoming a more effective negotiator and is an important aspect of in-class discussions why it is essential to participate in the exercises in the classroom.


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 and theory. It is essential for students to be in the classroom and participate in exercises to fully benefit from the course.
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 141 hours
Lectures and exercises 33 hours
Expected literature

Required readings (subject to change)

  • Aslani, S., Ramirez-Marin, J., Brett, J., Yao, J., Semnani- Azad, Z., Zhang, Z. -X., Tinsley, C., Weingart, L., and Adair, W. (2016) Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. J. Organiz. Behav., 37: 1178–1201. doi: 10.1002/job.2095.


  • Castillo, M., Petrie, R., T. Maximo and, L. Vesterlund. (2013). Gender differences in bargaining outcomes: A field experiment on discrimination, Journal of Public Economics, Volume 99: 35-48, https://doi.org/10.1016/ j.jpubeco.2012.12.006. •


  • Brett, JM., Friedman, R and K Behfar. (2009) How to manage your negotiating team. Harvard Business Review. • Brodt, S., & Thompson, L. (2001). Negotiating teams: A levels of analysis approach. Group Dynamics: Theory, Research, and Practice, 5(3), 208–219. https://doi.org/ 10.1037/​1089-2699.5.3.208 •


  • Kray, Laura J.,Thompson, Leigh,Galinsky, Adam. (2001) Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology, Vol 80(6), 942-958 •


  • Lopez-Fresno, P., Savolainen, T., and Miranda, S., (2018). Role of Trust in Integrative Negotiations. The Electronic Journal of Knowledge Management, 16(1), pp. 13-22, available online at www.ejkm.com •


  • Mazei, J., Zerres, A. & J. Hüffmeier, (2021). Masculinity at the Negotiation Table: A Theory of Men’s Negotiation Behaviors and Outcomes. Academy of Management Review,46, 108–127, https://doi.org/10.5465/ amr.2017.0570


  • Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach. Journal of Personality and Social Psychology, 87(4), 510–528. https://doi.org/ 10.1037/​0022-3514.87.4.510 2


  • Recommended readings (not required)
  • Voss, C., & T. Raz. 2016. Never split the difference. New York: Harper Collins.
  • Babcock, L. & Laschever, S. 2007. Women don’t ask: The high cost of avoiding negotiation — and positive strategies for change. New York: Princeton University Press. •
  • Fisher, R., Ury, W. & B. Patton. 1991. Getting to yes: Negotiating agreement without giving in. New York: Penguin Books. •
  • Malhotra, D. & M. Bazerman. 2008. Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond.New York: Random House. •
  • Shell, R. G. 2006. Bargaining for advantage. New York: Penguin Books. •
  • The Blog on PON (Program on Negotiations, Harvard Law School: https:// pon.harvard.edu/blog/)


Last updated on 16-02-2023