Please note! Course description is confirmed for two academic years, which means that in general, e.g. Learning outcomes, assessment methods and key content stays unchanged. However, via course syllabus, it is possible to specify or change the course execution in each realization of the course, such as how the contact sessions are organized, assessment methods weighted or materials used.


By the end of the course, students will be able to:
1.    analyse negotiation situations and take a systematic approach to planning and participating in a negotiation
2.    negotiate more effectively by selecting and employing relevant strategies and tactics

Credits: 3

Schedule: 24.04.2019 - 22.05.2019

Teacher in charge (valid 01.08.2020-31.07.2022): Michael Baker

Teacher in charge (applies in this implementation): Michael Baker

Contact information for the course (applies in this implementation):

CEFR level (applies in this implementation):

Language of instruction and studies (valid 01.08.2020-31.07.2022):

Teaching language: English

Languages of study attainment: English


  • Valid 01.08.2020-31.07.2022:

    As managers we negotiate every day both internally, with fellow managers, team members and employees, and externally, with a variety of stakeholders including customers, partners and suppliers. To be effective negotiators, we need to possess the necessary analytical skills to effectively prepare for a negotiation, as well as the essential negotiation skills to persuade others to accept and implement our ideas. The aim of this intensive course is to help students understand the theory and processes of negotiation and to develop the practical skills necessary to negotiate successfully in a variety of contexts. The course will provide students with a toolkit of useful negotiation approaches, strategies and skills based on the interest-based Principled or Mutual Gains Approach to negotiation, and give students the opportunity to develop skills experientially through numerous negotiation exercises and simulations.

Assessment Methods and Criteria
  • Valid 01.08.2020-31.07.2022:

    90% assignments
    10% class contribution

  • Applies in this implementation:

    The course has 4 assignments and other required ungraded work.


     Theory presentation (group)



     The psychology of negotiation (individual)



     Position paper for final negotiation (group)



     Analysis of final negotiation (indivdual)



     Preparedness for class; contribution to group activities


    To pass the course all assignments must be completed by the given
    deadlines. The due date for each assignment is clearly stated on the
    respective submission box. Please upload the final versions of each of
    your assigments (pdf) by the given deadlines.

    Grading criteria:
    Assignments are assessed using preformulated rubrics on a scale of 0-5.
    EBC grading criteria: 4.5 and above is a 5; 3.5-4.49 range is a 4;
    2,5-3,49 range is a 3.  Please take a look at these grading criteria (in
    submission boxes) before you start work on the given assignment, and
    also before you submit your assignment.

    Extra assignments not possible: Students are not able to re-do assignments, or do extra assignments to improve grades.  
    Class contribution
    is a highly practical and experiential course so attendance is

  • Valid 01.08.2020-31.07.2022:

    Contact teaching:18h (mandatory attendance)
    Independent work: 62h
    Total: 80h (3 ECTS)


Study Material
  • Valid 01.08.2020-31.07.2022:

    All materials provided on MyCourses.

Substitutes for Courses
  • Valid 01.08.2020-31.07.2022:

    Replaces course 75E25000 Business Negotiations