ME2827 Negotiations for Start-ups 7.5 credits
Everyone negotiates. Whether it is the scientist seeking research grants, the designer looking for a freelance assignment, the engineer discussing her first salary, or a team of entrepreneurs trying to secure financing for their new venture, all of these situations call for skills in persuasion and negotiation. All firms rise and fall with their sales, and most students at SSES partner schools will at some time find themselves in a negotiations and sales role; either as entrepreneurs in their own firms, or employed at e.g. biotechnology companies, creative firms or consulting firms. In addition, holding a management positions in any type of organization is essentially about the identification and resolution of conflicts, and doctors will find themselves dealing with reluctant patients refusing treatment, which also requires an understanding of negotiation, mediation, and persuasion processes.
Negotiations and sales are here defined as the art and science of securing agreements between two or more interdependent parties. This course will (1) help students to understand the theory and processes of negotiations and sales in a variety of settings, (2) highlight the components of an effective negotiation, and (3) help students to analyse their own behaviour in negotiations. After the course, the participants will have increased knowledge, skill, and confidence relating to negotiations and sales situations.
Choose semester and course offering
Choose semester and course offering to see current information and more about the course, such as course syllabus, study period, and application information.
Application
For course offering
Spring 2025 Start 17 Mar 2025 programme students
Application code
61038
Content and learning outcomes
Course contents
- Psychology of decision-making
- Game theory and behavioural economics
- Gender effects in negotiations and sales
- How to avoid bargaining breakdown
- Multiparty negotiations
Intended learning outcomes
After the course the participants will be able to:
- Understand the process of human decision-making
- Discuss common psychological heuristics and biases
- Explain negotiation frameworks e.g. BATNA & reservation price
- Better prepare, plan, and act in negotiation and sales situations
- Understand the dynamics of bilateral and multiparty negotiation
- Identify usage of different negotiation strategies and approaches
Literature and preparations
Specific prerequisites
Students must have a minimum of 120 university points.
Recommended prerequisites
Equipment
Literature
Information om kurslitteratur kommer att meddelas inför kursstart.
Literature will be announced in connection to the start of the course and communicated to enrolled participants.
Examination and completion
If the course is discontinued, students may request to be examined during the following two academic years.
Grading scale
Examination
- PRO1 - Project, 7.5 credits, grading scale: A, B, C, D, E, FX, F
Based on recommendation from KTH’s coordinator for disabilities, the examiner will decide how to adapt an examination for students with documented disability.
The examiner may apply another examination format when re-examining individual students.
Active participation
The pedagogy of the course is based on active learning and much of the knowledge is created through participation in the exercises and cases; for this reason individual participation will be noted and graded. 75% participation is required to pass the course.
Literature exam
A literature exam will be held early to mid-course – the purpose of the timing is to make sure that all participants have read the literature and to ensure that their focus is on the exercises for the remainder of the course.
Written assignments
Grading scale:
Students that successfully complete an SSES course will be graded according to the couse syllabus.
Opportunity to complete the requirements via supplementary examination
Opportunity to raise an approved grade via renewed examination
Examiner
Ethical approach
- All members of a group are responsible for the group's work.
- In any assessment, every student shall honestly disclose any help received and sources used.
- In an oral assessment, every student shall be able to present and answer questions about the entire assignment and solution.
Further information
Course room in Canvas
Offered by
Main field of study
Education cycle
Add-on studies
Contact
Supplementary information
rReplaces ME2812
The course language is English.
The course is offered within the framework of the Stockholm School of Entrepreneurship.
Responsible institution: Stockholm School of Economics (SSE).
Course director: Nadar Shir, nadav.shir@hhs.se
Queries can be addressed to SSES Education Coordinator via registrar@sses.se