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The focus of Strategic Negotiation is on the generation and implementation of negotiation strategy. Strategy is not a series of axioms to be rote learned; it is about the application of thoughtful analysis to real-world problems. Strategic Negotiation follows this advice into the implementation phase of strategy and is organised around case examples to demonstrate the application of the concepts from its process model to the real world. The cases are drawn from consultancy work in various industries and business situations and they also draw upon the work of colleagues who have demonstrated competence in this field.

The case subjects in this text, and others included in the online materials, illustrate the application of the core concepts. They provide a framework for your understanding of the strategic negotiation process and for your application of the process to general situations.

Topics covered

  • The strategic negotiation process model.
  • Basics of contracts.
  • Pay, benefits and union negotiations.
  • Managing complex negotiations.
  • Organisational growth strategies.
  • Bid strategies and tender negotiations.
  • Analysis and diagnosis.
  • The negotiation agenda.
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.