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2024/2025  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 150
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 05-02-2024

Relevant links

Learning objectives
At the end of the course participants should:
  • Be familiar with concepts and 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 Oral exam
Individual or group exam Individual exam
Duration 20 min. per student, including examiners' discussion of grade, and informing plus explaining the grade
Preparation time No preparation
Grading scale 7-point grading scale
Examiner(s) Internal examiner and second 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 course assessment involves an individual oral examination centered on a 5-page synopsis. This synopsis is required to present a negotiation strategy relevant to a real-world situation, integrating and applying concepts and theories from the course.

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 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 30 hours
preparation and exam 126 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.



Last updated on 05-02-2024