For the third year, The Amsterdam MBA  has successfully organised the MBA elective ‘'Strategic Negotiations in Multi-Party Business Environments'' from April - June 2010. The course involved Prof Alexander Rinnooy Kan (Amsterdam Business School), Prof Carsten K.W. De Dreu (Psychology) and Prof Hans Schenk (Utrecht University School of Economics).

Increasingly, business deals at global and local levels involve multiple stakeholders who come to the table with information that varies in content, depth and accuracy. They will all draw on different resources and employ different sets of tactics in the pursuit of a deal.

Why is it that things can go so well in one instance and so wrong in another?  How can we explain the success that some negotiators enjoy and the failure that others experience?

The issues raised by these questions were addressed by an interdisciplinary and multi-level oriented teaching method that included role-play sessions at the negotiations table. Cases such as Fokker-Dasa and KLM/Air France were introduced, giving students the opportunity to interview the key players in the actual negotiation. All the key players in the real negotiations (Floris Maljers, Reinder van Duinen, Arie Verberk, Leo van Wijk, Ben van Schaik and many others) were involved in the course and challenged students to get the best deals in their negotiations.

Please be advised that for this MBA elective there are limited seats available. A strict selection procedure will be applied in order to ensure that top quality students will enter this course.

Click on the video to view the highlights of this seminar.