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ME2042 Business Negotiations 6.0 credits

Förhandlingsteknik

The course gives an overview of the field of tenders and bargaining in industrial companies.

  • Educational level

    Second cycle

  • Academic level (A-D)

    C

  • Subject area

    Industrial Management

  • Grade scale

    P, F

Course offerings

Autumn 12 for programme students FULL

Spring 13 for programme students FULL

  • Periods

    Spring 13 P3 (3.0 credits), P4 (3.0 credits)

  • Application code

    60594

  • Start date

    2013 week: 2

  • End date

    2013 week: 22

  • Language of instruction

    Swedish

  • Campus

    KTH Campus

  • Number of lectures

    48 (preliminary)

  • Number of exercises

  • Tutoring time

    Daytime

  • Form of study

    Normal

  • Number of places *

    5 - 70

    *) The Course date may be cancelled if number of admitted are less than minimum of places. If there are more applicants than number of places selection will be made.

  • Schedule

    Schedule (new window)

  • Course responsible

    Thorolf Hedborg <thorolf@kth.se>

  • Teacher

    Thorolf Hedborg <thorolf@kth.se>
    Thomas C Westin <twestin@kth.se>

  • Target group

    Conditionally elective for CINEK3, TIEMM1, TIEMM2.

    Open for all programmes.

  • Part of programme

Autumn 13 for programme students

Spring 14 for programme students

  • Periods

    Spring 14 P3 (3.0 credits), P4 (3.0 credits)

  • Application code

    60635

  • Start date

    2014 week: 4

  • End date

    2014 week: 23

  • Language of instruction

    Swedish

  • Campus

    KTH Campus

  • Number of lectures

    34 (preliminary)

  • Number of exercises

  • Tutoring time

    Daytime

  • Form of study

    Normal

  • Number of places *

    5 - 80

    *) The Course date may be cancelled if number of admitted are less than minimum of places. If there are more applicants than number of places selection will be made.

  • Schedule

    Schedule (new window)

  • Course responsible

    Thorolf Hedborg <thorolf@kth.se>

  • Teacher

    Thorolf Hedborg <thorolf@kth.se>
    Thomas C Westin <twestin@kth.se>

  • Target group

    Conditionally elective for TIEMM1-2.

    Open for all programmes.

  • Part of programme

Learning outcomes

The aim is to give theoretical insights and practical methods in the area of quotations and negotiations.

After the course you should be able to: 

  • Be able to make a quotation (in the Swedish language) with references to standard agreements.

  • Be able to mage a PowerPoint-presentation (in the Swedish language) of the quotation including photos and movie-clips, which have been edited.

  • Be able to evaluate the economic outcome from an investment, which saves personnel.

  • Be able to carry out (in the Swedish language) a negotiation successfully, with help from various tools.

  • Be able to conclude (in the Swedish language) the meeting after the successful negotiation.

Course main content

The course consists of lectures regarding such topics as i.e. negotiation techniques and tender presentations. The course also consists of compulsory trainings in form of role-plays.

Eligibility

Student must follow a programme for engineering at KTH and have a finished and passed course in Industrial Economics at KTH-Indek.

Exemption for those students in program CMATD, who have read the course MH1021 in autumn 2009 or 2010.

Prerequisites

Industrial Management, basic course at Indek-KTH.

Literature

Kurskompendium och litteraturkompendium som delas ut vid kursstart.

Examination

  • SEM1 - Seminars, 3.0 credits, grade scale: P, F
  • TEN1 - Examination, 3.0 credits, grade scale: P, F

Offered by

ITM/Industrial Economics and Management

Contact

Thorolf Hedborg, thorolf.hedborg@indek.kth.se, 08/790 6367

Examiner

Mats Engwall <matseng@kth.se>

Supplementary information

Replaces 4D1041

80 students are maximum.

Version

Course plan valid from: Autumn 12.
Examination information valid from: Autumn 07.