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Influencing & Negotiation (Executive MBA Course)

AVT Business School
2 måneder
Åben uddannelse
Startdato: 20-02-2020 08:30 - København
19.500 DKK ekskl. moms


Influencing & Negotiation - Executive MBA Course

With professor Moray McLaren

It is often said: “You don’t get in life what you deserve, you get what you negotiate”.

Everybody negotiates continuously. In business we negotiate on a daily basis internally with superiors, colleagues and subordinates, and externally with potential partners and competitors, investors and board members, clients and suppliers, employees and labour unions.

In our private lives we also negotiate continually although in less formal (though not less critical) relationships as neighbours, friends or family members.

The concept of a dispute, difference, disagreement or gap between two parties is central to understanding negotiation. There has to be something to negotiate about - the future
direction of your business, the price of a service which you are buying or selling or your next pay rise!

Once we understand the gap between what we are proposing and what the other party wants, what are our options for bridging that gap – physical violence and force, taking a vote, nominating someone else to decide, playing a game of cards or flipping a coin?

Learning Objectives

  • Evaluate and enhance negotiation strategies and tactics of proven, and extensively analysed, effectiveness in an open context.
  • Self-evaluate and improve your personal effectiveness in negotiations, and compare your performance to that of other negotiators.
  • Develop the tools needed to analyze negotiation situations effectively creating value in these negotiations.
  • Propel your negotiation performance from where you are today to where you want to be through a deepened analysis of past and present negotiation experiences.

Moray McLaren

Associate Professor, IE Business School

He graduated from the University of Wales with a BA in Political Science in 1988 before gaining an MA in economics from the University of London (London School of Economics). He then completed the professional exams as a lawyer with the College of Law in Guildford before gaining a diploma in dispute resolution at the London School of Economics (1999). Moray first studied negotiation as part of his legal studies, going on to train lawyers in negotiation skills at the International Development Law Organisation (IDLO) in Rome.


Requirements: Students are required to attend all classes and to participate actively.

Preparations: Students must have read all the cases, analyzed the information at hand, and prepared answers to the preparation questions for each case.

Course Material: The course material consists of a course booklet with articles, cases and a set of class notes. 

Eksamen og diplom

Grades: Students will be graded on attendance and participation in class and on an individual paper.

ECTS-points: The Executive MBA Course in Influencing & Negotiation will earn you 2 ECTS points.

Program Overview

Time Schedule: Influencing & Negotiation is a twomonths Executive MBA Course with classes on February 20-21 from 08.30 to 17.00.

Tuition Fee

The tuition fee for the two-months Executive MBA Course in Influencing & Negotiation is DKK 19,500 exclusive of VAT.

Om udbyderen

AVT Business School

AVT Business School is an accredited Executive MBA business school for experienced managers and executives looking to take their leadership and business capabilities to the next level. In the heart of Copenhagen on the exclusive and historic prominent Sankt Annæ...

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AVT Business School

Sankt Annæ Plads 11, 1 Sal
1250 Copenhagen K

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