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2023/2024  KAN-CCMVV4025U  International Negotiations

English Title
International Negotiations

Course information

Language English
Course ECTS 7.5 ECTS
Type Elective
Level Full Degree Master
Duration One Quarter
Start time of the course Second Quarter, Third Quarter
Timetable Course schedule will be posted at calendar.cbs.dk
Max. participants 100
Study board
Study Board for cand.merc. and GMA (CM)
Course coordinator
  • Mads Dagnis Jensen - Department of International Economics, Goverment and Business (EGB)
Main academic disciplines
  • Communication
  • Management
  • Strategy
Teaching methods
  • Blended learning
Last updated on 04-12-2023

Relevant links

Learning objectives
At the end of the course participants should:
  • Be familiar with theories about international negotiation and dispute resolution
  • Be able to use them to analyze complex negotiation situations
  • Be able to suggest realistic ways of managing the interdependencies during negotiations
  • Be able to suggest ways of overcoming cultural differences in international negotiations and to solve the issues.
Course prerequisites
enrolment in full time master degree program
International Negotiations:
Exam ECTS 7,5
Examination form Home assignment - written product
Individual or group exam Individual exam
Size of written product Max. 15 pages
Assignment type Report
Release of assignment Subject chosen by students themselves, see guidelines if any
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 and Spring
Make-up exam/re-exam
Same examination form as the ordinary exam
Description of the exam procedure

The individual project is a research paper based on international negotiation theories and concepts as presented in the syllabus. The student chooses his/her topic, which must be closely connected with the syllabus. The students are provided with a selection of relevant literature during the course. The student is required to select further literature on their own that is motivated by the chosen assignment topic. Both topic and self-selected literature list need pre-approval by the lecturer

Course content, structure and pedagogical approach

Course Description

Much managerial activity involves bargaining, negotiation, and settling of disputes. Managers bargain with superiors, peers, and subordinates; suppliers and customers; competitors and allies. Negotiation is a decision-making process in which two or more actors seek to reconcile their conflicting interests. Effective negotiation can improve outcomes for everyone involved. Ineffective negotiation, in contrast, usually leads to poor outcomes for those who negotiate poorly; it can also lead to poor outcomes for others, and sometimes result in failure to agree even when agreement is possible.


In a globalizing world international negotiations have become the operating norm. Globalization including the increasing influence of Asia has increased the costs and benefits of interdependence for national governments, international firms, and non governmental organizations. It is the management of interdependence which necessitates negotiations. The ability to act insightfully in complex situations is critical to successful negotiations. Insightful action is in turn dependent on the managerial ability to accurately assess and appraise international negotiating situations


Course aim

The overall goals of the course are to improve students’ negotiating skills, and to do so by providing a theoretical underpinning that will help them to understand the sources of effective and ineffective approaches to negotiations. We will use the basic principles of negotiation theory in appraising national and international negotiating situations. Ensuing discussions will focus on the ways in which concepts and theory inform practice.

Description of the teaching methods
The course is a blended learning course: that is we combine on-line materials and discussion as well as in-class lecturing of basic negotiation concepts and theories. The students are expected to have read the materials in advance and be active in the discussion in Learn as well as prepare for discussing in class. Intensive class discussions will be supplemented by lectures, negotiation simulations, and outside speakers as well as online case discussions. If there is any business and/or international situation that catch your attention, I would encourage you to bring it up on in LEARN for additional discussion and analysis. It is helpful to keep abreast of international developments in particular in the global business world and eventually upload current international negotiation in Learn. The teachers will also upload current cases. We will be referring to them during our discussion both online and face-to-face in the class discussions. The blended learning course have eight of the 33 hours offered based on online interaction through the LEARN platform
Feedback during the teaching period
Ongoing feedback on student presentation and student performance in relation to the exercises. Finally feed back of written exam.
Student workload
lectures 33 hours
preparation and exam 123 hours
exam 50 hours
Expected literature



Brett. J. (2014) Negotiating Globally. 3rd ed. Jossey-Bass (available in the library as an electronic resource)


Lewicki, R. et al. (2016) Essentials of Negotiations. 6th ed. McGraw-Hill International Edition (not yet in library – get from bookshop)


Lewicki, R. et al. (2015) Negotiation:  Reading, Exercises and Cases. 7th ed. McGraw-Hill International Edition (not yet in library – get from bookshop)


Articles and chapters:

Hames, D.S. (2012) Negotiation, chapter 14, ‘Third-party intervention’ (pp 409-430). Will be provided on Learn.


Worm, V. and Kumar, R. (2014) Pragmatism versus Idealism : Understanding the Negotiating Practices in China and India, Thunderbird International Business Review, 56 (6), 519–530. Clickable from the library’s journal base.

Last updated on 04-12-2023