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Negotiation is one of several means that help managers make decisions. It is neither superior nor inferior to other forms of decision making. It is appropriate in some circumstances but not in others. Management is complex and deciding when negotiation is appropriate is just one aspect. The course aims to provide a thorough grounding in the science and practice of negotiation. Academic disciplines such as economics, psychology, sociology, politics, anthropology and mathematics have researched negotiation and much of this material forms the basis for its scientific analysis.

Topics covered

  • What is negotiation?.
  • Distributive bargaining.
  • Preparation for negotiation.
  • Debate in negotiation.
  • A proposal is not a bargain.
  • Bargaining for an agreement.
  • Styles of negotiation.
  • Rational bargaining?.
  • Streetwise manipulation.
  • Personality and power in negotiation.
  • Culture and negotiation.
  • Retrospection.
Benefits
  • You read on distance and can take the exam at another location in the world.
  • You will receive an international certificate from one of the world's leading universities.
  • You get a solid material.
  • You get strong support through the web.
  • You turn knowledge directly into “business in practice”.
  • You get academic credits and the benefit of the wider international studies (MBA, MSc and DBA).

 

References:

MBA education has been very stimulating and gave me the tools to apply the knowledge practically in the workplace. The flexibility to learn on distance fits perfectly with a job that involves lots of travelling.

Marie Lobéus, MBA, CFO, Hoist Technology AB

 

This training has far exceeded my expectations. Hugely inspirational speakers, good material, combined with a demanding level of education means that I can really recommend this MBA.

Henrik Jonsson, MBA Commercial Manager The Phone Hourse AB

 

More references...

+46 8-544 715 70

Profile

Manager and key persons

Level

Level 7 (according to the EU framework)

Width

About 200 hours. You will receive an international certificate from one of the world's leading universities, Heriot-Watt University. 10 ECTS (European Credit Transfer System) Credits.

Entry condition

Bachelor degree or equivalent.

Start

Distance learning starts individually.

Fee
  • SEK 13.000 excl VAT.
  • Examination fee is not included.