22013 Managing Negotiations, 8 sp


The aim of this course is to enhance participants' knowledge and skills for managing negotiations in a broad array of situations and settings. This includes negotiations with potential employers, coworkers, bosses, suppliers, buyers, and representatives of other organizations. The course will introduce participants to the subject both from a theoretical and a practical perspective.


You have profound knowledge of central theories and concepts relating to negotiations. You have enhanced your knowledge and skills for managing negotiations.

Efter avlagd kurs kan du: 
  • identify and describe the key aspects of negotiation situations, the challenges they present, and strategies for dealing with them
  • understand how cognitive, emotional, social and contextual factors affect negotiations
  • understand the role of power in negotiations and identify ways of using power in negotiation
  • analyze negotiation situations and select appropriate negotiation strategies.

Participants are expected to have basic knowledge of organizational behaviour (i.e., completed Hanken courses 1130 Företagsstrategi and 22022 Organisationspsykologi or equivalent).

Studerandes totala arbetsmängd: 

214 hours divided into
Scheduled (contact) hours: 26 h
Non-scheduled work: 188 h


Lectures 14 h, seminars 12 h, self-study 178 h (including watching 9 video lectures and answering to related quizzes; preparation for role plays, conduct of role-play negotiations and reporting of role-play negotitions; and writing of the final essay)

The course will introduce participants to the subject both from a theoretical and a practical perspective, by using a combination of lectures, role plays, in-class discussions in seminars, self-study with readings and video lectures (including quizzes), and essay assignments. Role-play negotiation exercises will allow participants to apply insights from the lectures and course literature, and to gain some practical experience. Please note that the course is very intensive and requires active participation throughout the teaching period due to the role-play assignments.

Litteratur och undervisningsmaterial: 
  • Lewicki, R.J., Barry B. & Saunders, D.M. (2010). Negotiation. 6th ed. Boston, MA: McGraw-Hill. (6th edition or later). 
  • Fisher, R., Ury W. & Patton, B. (1991). Getting to yes: Negotiating an agreement without giving in. 2nd ed. London: Random House Business Books. (2nd edition or later).
  • Additional readings as specified by the instructor (more detailed description of the readings is available on the course page in Moodle).
Examination och bedömning: 

Preparation for, participation in and reporting of out-of-class role play exercises (ca. 50%)
Individual assignments including quizzes and the final essay (ca. 32%)
Participation in seminars (ca. 18%)

At least 50 per cent (‘pass’) is required for role-play exercises and the essay in order to pass the course. Please note that the points you receive for the sub-parts are valid only this academic year.

Rekommenderad tidpunkt: 

Second year of Bachelor's studies

Fristående studier (Öppna universitetet, JOO och samarbeten): 

Open university quota: 3
Quota for JOO-students: 3

Ytterligare information: 

Please note that the deadline for signing up for seminar groups and assignments for this course will be in the beginning of the first week (see course description in Moodle for details). For practical reasons, signing up for the course after this deadline will only be possible if circumstances so permit. More detailed course description is available on the course page in Moodle.