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Negotiations for Start-ups

Course number

KTH: ME2827, SSE:8072, KI: 2XX064, KFK: SSES02, SU: FE6605


Spring 2017


Spring 2017: Mar 28 - May 11


The course runs after 5 pm on Tuesdays and Thursdays in 2-3 hour sessions

Worth: 7.5 ECTS-credits

Taught at

Stockholm School of Economics

Swedish course name

Förhandlingsteknik för start-ups

Whether you like or not, as an entrepreneur you will end up in daily negotiation situations. This course aims at providing you with a personalised and powerful framework for dealing with those kinds of situations.


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.

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


This is a 7.5 ECTS credit course. The classes will be based on lectures, literature, teaching cases and exercises. There will be guest lecturers and some multi-media elements. Examples of topics covered in the course, as applied to negotiations and sales:

  • Psychology of decision-making
  • Game theory and behavioural economics
  • Gender effects in negotiations and sales
  • How to avoid bargaining breakdown
  • Multiparty negotiations

Grades and form of assesment

1. 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.

2. 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.

3. Written assignments

Additional information

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).

Literature and teaching aids
Literature will be announced in connection to the start and communicated to enrolled students.


Nadav Shir

Course Director

Nadav Shir is a researcher and teacher at the Stockholm School of Economics. He has been living in Sweden since 2003 and holds a Ph.D. degree in Business Administration from the Stockholm School of Economics. In the years 2012/2013 he was a visiting researcher at New York University/Stern School of Business. He is fluent in English, Swedish, and Hebrew.

Nadav‘s research and teaching mainly concerns the intimate relationship between entrepreneurship and well-being. More specifically he looks at how individuals’ well-being is related to entrepreneurship; to motivation, commitment and determination to enter into and persist in entrepreneurial activities, as well as to creativity, problem solving and innovation in organizations.

For his dissertation, Nadav has developed a novel theoretical framework that is currently being adopted by the Global Entrepreneurship Monitor (GEM) Consortium, the largest ongoing study of entrepreneurial dynamics in the world. Nadav also gives lectures and workshops on how to support employee motivation and well-being to stimulate innovation and creativity in organizations.