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: 19.01.2022 - 09.02.2022

Teacher in charge (valid for whole curriculum period):

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

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

CEFR level (valid for whole curriculum period):

Language of instruction and studies (applies in this implementation):

Teaching language: English. Languages of study attainment: English


  • valid for whole curriculum period:

    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 for whole curriculum period:

    90% assignments
    10% class contribution

  • valid for whole curriculum period:

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


Study Material
  • valid for whole curriculum period:

    All materials provided on MyCourses.

Substitutes for Courses


Further Information
  • valid for whole curriculum period:

    Students need to check MyCourses space for the instructions for the pre-assignment after they have been confirmed a place on the course. The pre-assignment should be completed before the course starts. Students are admitted to the course in the following priority order: 1) MIB / Entrepreneurship and Innovation Management, 2) Other BIZ Master s students, 3) Other Aalto students.

    Mandatory attendance.

    Teaching Period:

    2020-2021 Spring III

    2021-2022 Spring III

    Course Homepage:

    Registration for Courses: In the academic year 2021-2022, registration for courses will take place on Sisu ( instead of WebOodi.