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Negotiations LAB


Admission requirements

Only students from the Honours College Tackling Global Challenges can take this course.

Maximum number of students:
30 students (BA2)


Changes in society, the global economy, and ways people work have made negotiating skills more important than ever. The challenges are legion: dealing with history’s most diverse work force, doing business with customers who tell you how to run your business, negotiating with foreign counterparts—and more. These are not just issues of corporate concern; they are also of increasing importance to your personal success.

By participating in this course you will come to recognise the pervasiveness and importance of negotiation. You will acquire a new repertoire of negotiating skills in a variety of different conflict settings. You will develop a systematic and positive approach to negotiating with colleagues, bosses, clients, other stakeholders, and external groups of all kinds—in ways that equip you to deal also with all kinds of conditions and circumstances.

Course objectives

This course aims to help you develop the negotiating skills needed to meet the challenges facing today’s world. The course integrates the experiential and intellectual components of negotiation, and will help you

  • develop the sophistication to analyse bargaining and conflict relationships;

  • to learn (through class discussion, peer feedback and self-assessment) about your own individual conflict management style;

  • gain advanced knowledge and insights about negotiation and related organisational behavior and apply this theoretical knowledge to challenges in the real world;

  • prepare effectively for negotiation;

  • understand when to negotiate, and when not to negotiate, when to reach a deal and when to walk away;

  • negotiate effectively in teams or with multiple opponents;

  • apply multiple approaches to resolving unproductive negotiations;

  • understand how to create value and reach mutually beneficial agreements;

  • and to increase your confidence in your negotiation skills.

This course is worth 5 EC, which means the total course load equals 140 hours.

Contact: 21 hours
Self-study: 119 hours

  • Lectures: 7 lectures of 3 hours

  • Literature reading & practical work: 7 hours p/week x 14 weeks

  • Assignments: 21 hours


On the right side of the programme front page of the E-guide you will find links to the website and timetables, uSis and Brightspace.

Mode of instruction

This is an interactive course based on the idea that becoming skilled at negotiation is best achieved through practising it. Therefore this course contains simulation games and negotiation exercises where you can practise your negotiation and leadership skills in a safe environment on your fellow students. The exercises will be combined with reflection, discussion, readings, assignments and presentations to connect theory and practice and enhance the overall learning.

Assessment method

  • 10% Participation assessed continually through participation in seminar and structured activities

  • 15% individual reflection report of max. 1000 words.

  • 10% negotiation preparation and reflection report of max. 1000 words, written in 2-person teams.

  • 25% group assignment and presentation

  • 40% literature exam

☐ Option 1: Students could only pass this course after successful completion of all partial exams. ☒ Option 2: It is not required to successfully complete all partial exams in order to pass this course. Students are allowed to compensate a ‘fail’ (grades up to and including 5.0).

The assessment methods will be further explained in the first session of the class.

Reading list

  • several articles (which will be available through Brightspace)

  • a selection of chapters from Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Essentials of negotiation (6th International Edition). New York, NY: McGraw-Hill

  • Fisher, R. & Ury, W. (2011). Getting to yes: Negotiating agreement without giving in (3rd Edition). New York: Penguin Books


Please note: students are not required to register through uSis for the Honours Courses TGC. Your registration will be done centrally.


Honours coordinator TGC


TAGS: analyse bargaining, conflict relationships, apply theoretical knowledge to challenges in real world, know how and when to negotiate, team negotiation, apply multiple approaches

SKILLS: negotiation, create value, beneficial agreements, analytical skills; learn how to prepare