880460 :Negotiation Strategies (BDM/CD)


Voertaal Engels
Werkvorm: 14 x 2 hours lectures and seminars (Collegerooster)
Tentamenvorm: written exam (45%) and assignments (55%) (Tentamenrooster)
Studielast:6 ECTS credits
Inschrijving:Enrollment via Blackboard before start of lectures
Blackboard informatieLink to Blackboard (Als u de melding 'Guest are not allowed in this course' krijgt, dient u nog bij Blackboard in te loggen)


dr. P.J. van der Wijst (coördinator)

Doel van de cursus (alleen in het Engels beschikbaar)

In this course students will learn:

  1. To identify negotiation strategies and tactics, describe their theoretical background, discuss the impact they may have on a dispute, indicate how they can be used in concrete negotiation cases and  analyze the effects they may produce.
  2. To apply distributive and integrative negotiation strategies and various communication strategies in an individual negotiation assignment
  3. To evaluate the effects of negotiation and communication strategies on the process and outcome of a negotiation
  4. To relate concrete negotiation behavior to empirical studies. Students will assess and discuss the relevance of findings from scientific studies for concrete negotiation situations and evaluate them 
  5. To formulate hypotheses that are based on the conclusions of the negotiation assignment and to design a study that could test those hypotheses.

General academic skills:

  • Research skills:
    • joint project: the student is able to design the method needed for a research question tested in an experimental negotation setting, manage the activities in a laboratory setting, collect data needed to answer the RQ, apply the appropriate statistical analyses, draw the relevant conclusions.
    • individual project: a qualitative analysis of their own negotiation, evaluate the points of improvement and design strategies to implement the improvements.
  • Communication skills: the student will learn to negotiate in an online international setting. They also learn to write an academic report
  • Teamwork:
    • joint project: the student will learn to organize, manage and delegate the tasks needed for the joint research project.
    • individual project: the student learns to communicate and operate in an international setting

Inhoud van de cursus (alleen in het Engels beschikbaar)

The course will embrace the fundamentals of negotiations, the concepts of interdependence, conflict and the creation of value, which will be viewed from the communication angle. Different strategies of negotiation, e.g. distributive and integrative bargaining, will be dealt with first. Next, the impact of cognitive, perceptual and relational variables, as well as power and ethics will be discussed within the framework of the main strategies. Social psychological factors, such as gender and personality will be studied, together with the impact of cultural factors. Details for each of these aspects will be analyzed in the context of relevant empirical studies, discussed in the scientific articles that will be read and analysed in addition to the manual.

During the course, students will prepare and participate in different assignments that cover various aspects of negotiation situations. More specifically, they will engage in an individual e-negotiation project with the universities of Potsdam and Hohenheim (Germany)

Bijzonderheden (alleen in het Engels beschikbaar)

The course consists of 8 lectures and 6 seminars.
For each lecture you need to prepare chapters from the course book (about 30 p) and additional studies related to the topic (about 30 p).


  • Two individual assignments, one being the e-negotiation
  • One joint assignmen needed for preparing and discussing a negotiation study. 

The seminars will be organized in small groups of about 20 students. The activities in these seminars require active participation of the students. 

The final grade will be calculated as follows: written exam (MC + open questions) 45%, the assignments: 55%.

The course load (6 ects=168 hours) is as follows:

8 lectures and 6 seminars x 2 hours =     28 hours
reading prep for lectures                        76 hours
assignments (all parts)                          40 hours
Preparation exam                                   24

Relevance Labor Market:
Besides the relevance for the labor market of the overall content of the course, several special elements are specifically relevant for careers which require negotiations.

  • The cases and examples dealt with in class are taken from real life organisational and business situations. 
  • The e-negotiation assignment introduces the student to the process of designing negotiation strategies, implementing them and evaluating the negotiation and communication process. This analytical pproach to negotiations can be applied in a great variety of professional situations.
  • The actual communication and negotiation in the individual assignment is for the beginning negotiator an insightful introcution to the skill of negotiating and for the more experienced negotiator a helpful instrument to test their negotiation skills.
  • A guest lecture of an experienced negotiation trainer in the field of diplomatic international negotiations will deepen the students' knowledge and understanding of international conflict situations and the ways to solve them.



Verplichte literatuur

  1. Lewicki, R., D. Saunders & B. Barry, Negotiation, Boston: McGraw-Hill, 2015, ISBN 9781259254390.
  2. Reading list. The list below may be subject to change. Check the list on Blackboard at all times.

    Theme 1: Distributive and Integrative Bargaining

    1. Beersma, B., & De Dreu, C. K. (2002). Integrative and distributive negotiation in small groups: Effects of task structure, decision rule, and social motive.Organizational Behavior and Human Decision Processes, 87(2), 227-252.
    2. Paese, P. W., Schreiber, A. M., Taylor, A. W. (2003). Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations. Group Decision and Negotiation, 12(6), 537-566.
    3. Weingart, L. R., Hyder, E. B., & Prietula, M. J. (1996). Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcome. Journal of Personality and Social Psychology, 70(6), 1205-1220

    Theme 2: Ethics

    1. Cohen, T. R. (2010). Moral emotions and unethical bargaining: The differential effects of empathy and perspective taking in deterring deceitful negotiation.Journal of Business Ethics, 94(4), 569-579.
    2. Fulmer, I. S., Barry, B., & Long, D. A. (2009). Lying and smiling: Informational and emotional deception in negotiation.Journal of Business Ethics, 88(4), 691-709.
    3. Kronzon, S., & Darley, J. (1999). Is this tactic ethical? Biased judgments of ethics in negotiation. Basic and Applied Social Psychology, 21(1), 49-60.
    4. Olekalns, M., & Smith, P. L. (2007). Loose with the truth: Predicting deception in negotiation. Journal of Business Ethics, 76(2), 225-238.
  3. Theme 3: Perception & Communication

    1. Kopelman, S., Rosette, A.S., & Thompson, L. (2006). The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes, 99(1), 88-101.
    2. Pietroni, D., Van Kleef, G.A., De Dreu, C.K.W., & Pagliaro, S. (2008). Emotions as strategic information: Effects of others emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation. Journal of Experimental Social Psychology, 44(6), 1444-1454.
    3. Steinel, W., Van Kleef, G. A., & Harinck, F. (2008). Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation. Journal of Experimental Social Psychology, 44(2), 362-369.

    Theme 4: Power & Gender

    1. Bowles, H.R. & McGinn, K.L. (2008). Gender in Job Negotiations: A Two-Level Game. Negotiation Journal, 24,(4), 393-410.
    2. Kray, L.J., Reb, J., Galinsky, A.D., Thompson, L. (2004). Stereotype reactance at the bargaining table: The effect of stereotype activation and power on claiming and creating value.Personality and Social Psychology Bulletin, 30, 399-411.
    3. Stuhlmacher, A. F., Citera, M., & Willis, T. (2007). Gender differences in virtual negotiation: Theory and research. Sex Roles, 57, 329-339.
  4. Theme 5: Personality & Culture

    1. Brett, J. M. (2000). Culture and negotiation. International Journal of Psychology, 35(2), 97-104.
    2. Kopelman, S., & Rosette, A. S. (2008). Cultural variation in response to strategic emotions in negotiations. Group Decision and Negotiation, 17(1), 65-77.
    3. Volkeman, J. & Fleck, D. (2012). Understanding propensity to initiate negotiations. An examination of the effects of culture and personality. International Journal of Conflict Management, 23(3), 266-289.

Vereiste voorkennis


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