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 ContentNegotiation 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 MethodsLectures (2 lectures each week, 12 in total)
Tutorials (1 tutorial each week, 6 in total) incl. role-play simulations
- attendance obligatory
Method of AssessmentIndividual 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 knowledgeAcademic Skills, BRM1, BRM2, Research Project
|Language of Tuition||English|
|Faculty||School of Business and Economics|
|Course Coordinator||dr. C.E. Rott|
|Examiner||dr. C.E. Rott|
You need to register for this course yourself
Last-minute registration is available for this course.
|Teaching Methods||Seminar, Instruction course, Lecture|
This course is also available as: