General

To be a successful business executive, professional negotiation skills are mandatory. This intensive two-day program, which is complementary to the negotiation elements in the E*MBA program, aims at developing the participants' insights into the psychological and behavioral aspects of negotiations.

The program will be highly interactive and combine lectures, individual work and a variety of role-play exercises to highlight key psychological and behavioral aspects of negotiations. In doing so the program enables the participants to both explore the rational and substantive sides of negotiations as well as to take a close look at the psychological issues that turn the majority of negotiations into less than rational activities.

At the end of the program the participants will have more insight into the psychological traps they personally tend to fall into as well as their preferred, habitual behavioral approaches.  They will not only have a better understanding of this, but also leave with concrete ideas on how to avoid these traps and overcome these habits.

Guest Faculty: Robert Hooijberg, Professor of Organizational Behavior at IMD, Lausanne, Switzerland; PhD in Organizational Psychology from the University of Michigan.

Course structure: 2-day intensive course

Dates in 2010: 4 - 5 October 2010 both days from 8:30 - 17:00

Tuition fee: The course fee is € 2,050 excluding VAT, per participant. The fee covers tuition, food and documentation, but not lodging and travel expenses.

Location: The course takes place in Copenhagen, Denmark.