Managing Negotiations: Getting to Yes


Course Objective

• Students will enhance their analytical ability and be able to identify
the need for negotiation skills in an organizational context (Academic
and research Skills)
• Students will learn (1) how to negotiate in a strategic and rational
way, (2) which psychological aspects come into play during negotiating
and (3) what are the cross-cultural differences in negotiations
(Bridging theory and practice - Knowledge)
• Students will apply the knowledge gained from the lectures in role
play simulations during tutorials (Bridging Theory and Practice -
• Students will work in teams and practice negotiation skills in
tutorials (Social Skills).
• Students will better understand how they can successfully negotiate in
real-life situations (Self Awareness).

Course Content

Negotiation is all around you, whether it concerns international
disputes, labor agreement negotiations, or even a discussion at home
about who does the grocery shopping. To reconcile these kind of dilemmas
successfully, you have to negotiate. Therefore, the overall theme of
this minor program, is to become an effective negotiator, where all
disputants feel
confident or even happy with the jointly reached outcome. Throughout the
course, we combine theoretical knowledge from the lectures with
practical exercises (role-play simulations). The three parts of the
course are:.
Part 1: how to negotiate in a strategic and rational way?
Part 2: which psychological aspects come into play during negotiating?
Part 3: what are the implications of cross-cultural negotiations?

Teaching Methods

Lectures (2 lectures each week, 12 in total)
Tutorials (1 tutorial each week, 6 in total) incl. role-play simulations
- attendance obligatory

Method of Assessment

Individual assessment - exam
Individual assessment - reflection report


Fisher, R., Ury, W. & Patton, B. (2012). Getting to Yes;
negotiating an agreement without giving in. Random House Business
Books. ISBN 9781847940933.

To be determined.

Recommended background knowledge

Academic Skills, BRM1, BRM2, Research Project

General Information

Course Code E_BK3_MNGY
Credits 6 EC
Period P2
Course Level 300
Language of Tuition English
Faculty School of Business and Economics
Course Coordinator dr. S.G.M. van de Bunt
Examiner dr. S.G.M. van de Bunt
Teaching Staff

Practical Information

You need to register for this course yourself

Last-minute registration is available for this course.

Teaching Methods Seminar, Instruction course, Lecture
Target audiences

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