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42B90 Negotiations

2022/2023

Participation in the program requires separate admission to the MMT program. The price of the MMT program is DKK 380.000. Please contact DTU Executive MBA.
Kursusinformation
Negotiations
Engelsk
1
Deltidsmaster
Campus Lyngby
The program is based on action learning where theories, methods, concepts and tools are employed on real business challenges and issues from the participants companies. Lectures are paralleled by casework, group work and assignments.
[Kurset følger ikke DTUs normale skemastruktur]
Aftales med underviser
Bedømmelse af opgave(r)/rapport(er)
One in-class group assignment. Group assignment is individualised. One post-class group assignment. Pass or fail. Both assignments have to be passed individually.
bestået/ikke bestået , intern bedømmelse
Minimum 5
Ida Stub Johansson , Lyngby Campus, Bygning 421 , idajoh@dtu.dk
Stephane Guerraz (Primær kontaktperson) , Lyngby Campus, Bygning 421 , stegue@dtu.dk
Mathew Jon Rushton , matru@dtu.dk
Miriam Nørsøller
42 Institut for Teknologi, Ledelse og Økonomi
http://www.executive.dtu.dk/executive-mba
På instituttet
Overordnede kursusmål
To be able to negotiate taking the full value chain into perspective
Læringsmål
En studerende, der fuldt ud har opfyldt kursets mål, vil kunne:
  • Negotiate taking the full value chain into perspective
  • Negotiate from a more Rational perspective
  • Understand the psychological elements behind our decisions
  • Understand how to master the psychological elements in a Negotiation
  • Negotiate from a Quid pro quo mindset
  • Identify and explore areas that contains potential value for both parties
  • Structure a process for preparation both individually and when preparing in teams/groups
  • Detect and meet the various negotiation stereotypes in a negotiation including cultural differences
Kursusindhold
Our Negotiation skills very strongly determines our level of success and very often our financial outcome. Todays negotiate climate is challenged by organisational designs, where we often negotiate with 3rd parties and not the user or implementer of the services we negotiate about. We will take a deep dive into the different strategies applied and available in traditional and complex negotiations. During the program you will get theory, tools and feedback on your negotiation style. The Program has been designed with a high level of practical training combined with some of the most recent theory that has been converted into strong negotiation tools for the purpose of optimization and daily use.
Sidst opdateret
14. februar, 2023