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2024/2025 KAN-CCMVV4025U International Negotiations
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| International Negotiations |
Course information |
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| 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 | 150 |
| Study board |
Study Board for cand.merc. and GMA (CM)
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| Last updated on 17-10-2024 | |
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At the end of the course participants should:
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| Enrolment in full time master degree program | ||||||||||||||||||||
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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 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. |
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| 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. | ||||||||||||||||||||
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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.
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