Master of Business Development
Effektiv forhandling
Forvandl erfaring til ekspertise — lær at skabe, kommunikere og erobre værdi, mens du bygger relationer der holder.
Start: FORÅR 2027
Formål
Formålet med kurset er at hjælpe dig med at udvikle dine forhandlingskompetencer – både som individ og som medlem af et forhandlingsteam: du lærer, hvordan du forbereder dig til en forhandling, hvordan du skaber værdi, og hvordan du gør krav på værdi.
Kurset lægger vægt på erfaringsbaseret læring gennem deltagernes involvering i øvelser og simuleringer, primært med cases fra Kellogg og/eller Harvard. Igennem hele kurset placeres du i realistiske forhandlingssituationer, og du skal forberede dig på, deltage i og analysere forhandlinger. Vi arbejder med feedback for at skabe varig adfærdsændring.
Kurset inkluderer et struktureret check-in før opstart samt en opfølgning 90 dage efter kursusafslutning – for at sikre, at ny indsigt omsættes til konkret og varig adfærdsændring i hverdagen.
Dit udbytte
- Genkend og forstå de centrale begreber inden for forhandling.
- Tilegn dig en værktøjskasse med gennemprøvede forhandlingskompetencer, der trækker på teori og modeller samt praktisk erfaring.
- Gennemfør grundig planlægning og forberedelse til dine individuelle forhandlinger og teamforhandlinger.
- Skab og gør krav på mere værdi i dine forhandlinger, mens du styrker relationer.
- Udvikl kompetencer til effektivt og konstruktivt at håndtere følelser og andre kognitive bias under forhandling – både dine egne og andres.
Beskrivelse
Igennem kurset placeres du i realistiske forhandlingssituationer, og du skal forberede dig på, deltage i og analysere forhandlinger. Disse erfaringer, kombineret med feedback fra underviserne, vil hjælpe dig med at lære om begreber som BATNA (det bedste alternativ til en forhandlet aftale), reservationspunkter og aspirationspunkter.
Du lærer om forskellene mellem distributive og integrative forhandlinger. Du bliver introduceret til forskellige integrative forhandlingsteknikker, såsom logrolling og multiple ækvivalente samtidige tilbud. Vi vil også diskutere taktikker, der nedbryder barrierer for samarbejde i forhandlinger og fremmer fælles problemløsning – både i personlige og virtuelle sammenhænge.
Som en del af forberedelsen til kurset skal deltagerne gennemføre et prisvindende forhandlingsspil, der giver en unik og praksisnær introduktion til kursets centrale temaer.
Temaer
- Praksis for forberedelse til forhandlinger.
- Håndtering af spændingen mellem at skabe og gøre krav på værdi i forhandlinger.
- Analyse af objektiv og subjektiv værdi i forhandlinger.
- Håndtering af følelser og strategier til at neutralisere manipulerende forhandlere.
- Psykologisk og kontekstmæssig indflydelse på forhandling.
- AI som forhandlingsværktøj – støtte til forberedelse, beslutningstagning og opfølgning
Facts
Forår 2027
Datoerne er på vej og offentliggøres snarest muligt.
Tilmeldingen er allerede åben, og datoerne eftersendes, når de er fastlagt.
Undervisere
Hent MBD brochure
Hvis du er interesseret i at høre mere om, hvad kurserne på Master of Business Development kan gøre for dig og din organisation, så udfyld formularen og modtag vores brochure på mail.
I den mail sender vi dig også en oversigt over de kurser der aktuelt udbydes, og vi holder dig løbende opdateret, når der kommer nye kurser.
Design din egen master
På MBD sidder du selv i førersædet og sætter retningen for din uddannelse. Du kan vælge mellem 40 forskellige kurser, der alle har én ting til fælles: Forretningsudvikling.
Strategisk kommunikation
Lær at håndtere ledelses- og krisekommunikation, og skabe effektive kampagner - styrk dine kommunikationsfærdigheder for at skabe reelle forandringer i din organisation.
5 ECTS
Digital forretningsudvikling
Omsæt digitale teknologier til konkret forretningsværdi – og styrk din virksomheds strategiske position i den digitale økonomi.
5 ECTS
Lad dig inspirere
Gå i dybden med artikler og events om relaterede temaer.
Is Your Strategic Toolbox Up to Date?
Navigating the profound geopolitical upheavals shaping the world today demands a solid – and perhaps reinforced – strategic toolbox. But what does this mean in…
Bjørn Zabell: Empowering Global Leadership Through CBS Executive MBA
Bjørn's journey through the CBS EMBA programme exemplifies how high-potential individuals with cross-border ambitions can transform into global leaders…
Power is a dirty word - but essential to leadership
Power is often associated with hierarchy and authority. But according to Professor MSO and organisational researcher Kristina Dahlin, understanding power is…
Flexible working is changing the workplace – and we’re paying for it with hot desks
Today, 41% of Danes take advantage of the opportunity to work from home. Concurrently, many companies are calling employees back to the office. How are these…
Building a strategic future: charting a new direction in leadership
The CBS Executive MBA helped Daniel Tewfik develop the strategic perspective, resilience and confidence to make his latest ‘Leadershift’ - into a transformation role at LEGO Group.
Leadershift: inspiring a fresh direction in leadership
Already an accomplished pharmaceutical leader, Catherine Dorfman’s EMBA experience at Copenhagen Business School nevertheless crystallised a new career path –…
Frisættelse i den offentlige sektor: Frihed eller ansvarsforskydning?
Frisættelse bliver fremhævet som svaret på ældreområdets udfordringer. Men er det i virkeligheden en ansvarsforskydning, hvor kompleksiteten ikke minimeres og…
Den menneskelige, nærværende ledelse er den langsigtede formel til succes
Han har været konsulent for McKinsey, CEO for Triumph og B&O og er i dag investor og professionelt bestyrelsesmedlem. Men mere end noget andet er Tue…
Alt skal ikke være en succes for i sidste ende at blive afgørende for strategien
”Museum of Strategic Projects” samler eksempler på projekter, som ikke alle var en succes fra begyndelsen, men som endte med at blive strategisk vigtige. Nogle…
From Sea to Strategy: Mattias Ottosson's Journey with the Blue MBA
Mattias Ottosson, HSE Delivery Manager at Noble Corp., focuses on long‑term safety strategies grounded in Human Organisational Performance and Safety II…
Building a global future
Jacob Heinricy Jensen values the increasing commitment to help building a global future of greatly reduced carbon emissions within Cadeler A/S, where he works…
Flying high with the Blue MBA
Kristine Palm currently holds a loaded and busy position as an airfreight specialist for Kuehne+Nagel. Nevertheless, she decided to broaden her views of the…
Managing risk opens up opportunities
Alessio La Rosa, global head of freight at Cofco and a strong believer of lifelong learning, decided to take the Blue MBA programme, to challenge himself and…
"My industry is 10 years behind in digitalisation"
As a Regional Team Leader of Operations in Denmark with Torm A/S, Liv Kjaer knows that that the shipping industry is lagging behind other sectors when it comes…
"The Blue MBA is accessible for people in my region"
Mozambique-based Amado Mabasso took the CBS Blue MBA – despite the distance – to get more involved in the shipping and logistics industry and specify his knowledge.
"It was about connecting my logistics knowledge more holistically"
Despite his many years of experience in the shipping and logistics industry, International Freight Shipping’s Reynir Gislason embarked on the CBS Blue MBA at…
A shift in perspective: Turning expertise into strategic leadership
As Head of 160 engineers at COWI, Louise Vang Edwards relies on sharp industry insight, a clear market outlook and a strong strategic mindset.The CBS Executive…
From biotech to boardrooms: how CBS helped build a career with impact
Disillusioned by the traditional mindset of US business schools, Zeke Shepherd made a fresh start in Copenhagen – and transformed his employability in the process.
Redefining tech leadership with purpose
At Copenhagen Business School, Navneet Brar combined her tech background with a passion for sustainability. The result? A new career in Copenhagen that’s both…
How An MBA Landed Me A Job With One Of The Biggest Danish Pharmaceutical Companies
Healthcare is one of the fastest-growing industries among MBA students. A recent BusinessBecause article highlights how an MBA from Copenhagen Business School …
“I’ve Refined My Professional Identity”
Kim-Sa Ngo is currently pursuing her MBA at Copenhagen Business School to gain a deeper understanding of business management and best practices. She has a…
Focus on sustainability and leadership
Aditya Maha is a Chemical Engineer with 10+ years of international leadership experience in the chemicals, energy, and pharma industry. He chose the Copenhagen…
Becoming a responsible leader
We recently brought together Andrew Mellor (MBA Admissions Manager) and Alistair Edwards, MBA alum & Associate Global Portfolio Director at Novo Nordisk,…
The future of work sets new demands: How leaders can prepare themselves for a new era
Artificial intelligence and a new geopolitical reality will shape organisations and businesses. These challenges call for a different and more forward‑looking…
Cláudia Alves: A Strategic Negotiator Driving Google’s Expansion - “Leadership is about influence, not just hierarchy”
LEAD TEXT TOO LONG
Outlier in Sound: Christoffer Nyvold of SOUNDBOKS
In the world of high-decibel sound systems and innovation, Christoffer Nyvold stands out as the Chief Operating Officer and Co-Founder of SOUNDBOKS, a venture…
Jeppe la Cour, CBS EMBA Graduate, Drives Renewable Energy Innovation at Port of Roenne
Jeppe la Cour, Chief Commercial Officer at the Port of Roenne, has overseen significant developments at the port, attributing much of this progress to the…
Building strategic confidence in an uncertain world with an EMBA from CBS
In a world marked by complexity and constant change, strategy is about more than grand plans. According to Professor Marie Louise Mors, it requires analytical…
Ledelse handler om relationer
Oplev 7 minutters sammendrag af forelæsning v/ professor emeritus Jan Molin på MMD’s ledelseskonference på Nationalmuseet i 2014. I lyset af den store…
På MMD lærer du ikke 'om' ledelse
Hør professor emeritus Jan Molin, underviser på MMD, introducerer til MMD's grundprincipper om ledelse og læring i relationer.
Christian Bach Birkshøj – Københavns Kommune
MPG skaber gode ledere, ikke kun veluddannede ledere. For man udvikler både sine menneskelige egenskaber og styrker sit faglige grundlag, mener centerchef Christian Bach Birkshøj.
Hør alle afsnit af podcastserien 'Fyrtårn, Velfærd i bevægelse'
I podcastserien 'Fyrtårn, Velfærd i Bevægelse' stilles der skarpt på hvad det er for en velfærd vi kommer fra, og hvordan vi fornyer velfærden. Lyt til alle afsnit her.
"Leadership development doesn't always have to feel good"
At a time when leadership development is often reduced to tools and quick fixes, a different perspective is emerging. CBS Associate Professor Eric Guthey and…
The hidden drivers of the gender career gap
Researchers and business leaders point to parenthood, workplace structures and policy frameworks as drivers of the gender career gap. In Denmark, two-thirds of…
How Saying No Can Help Rebuild the Welfare State
When a citizen says no to a public-sector proposal, it is not a sign of negativity but a prerequisite for productive disagreement and value creation. That is…
From Power to Powerlessness: What Politicians Can Teach Us About Leadership
High workloads, fierce competition and limited influence over legislation take their toll on politicians at Christiansborg, turning the centre of power into a…
Create safety through clarity: Co‑leadership requires courage and structure
With 500 employees spread across more than 50 teams – and not a single traditional manager – Clever is Denmark’s largest co‑led organisation. Here, we share…
"Krisernes tid er pligtens tid – og du skal blande dig!"
I en tid præget af kriser og globale spændinger stiller CBS-professor Bent Meier Sørensen skarpt på behovet for patriotisk lederskab. Han argumenterer for, at…
Leadership in the Age of AI: The 3 Phases – Curiosity, Usefulness & Normalisation
To create real value from investments in new technologies like artificial intelligence, leaders must guide their organisation through three key phases.
Has Leadership Fallen for the Entrepreneurial Hype?
Entrepreneurial leadership is celebrated as agile, fast, and innovative. As the start-up mindset spreads across society, leaders face a new challenge:…
Corporate innovation has stalled – and AI risks deepening the challenge
Innovation spending is at an all-time high – yet true breakthroughs are becoming increasingly rare. In this article, CBS researcher Giacomo Marchesini explains…
Let go of control and lead with agility in uncertain times
Danish companies are impacted by numerous unpredictable events that demand a focused and agile leadership response. This column by Professor Torben Juul…
Responsible leadership fails the test – again
When the stakes are high, responsibility is a necessity, not an option. This is how you find solutions within the Circle of Wicked Risks.
Leading with nature: How?
Businesses are shifting from doing less harm to doing more good for nature. Net-positive biodiversity is becoming the goal — not just reducing damage, but…
Future leadership is calling for These Competencies
What does the leadership of the future look like? The CBS Leadership Think Tank provides a suggestion with four key sets of competencies that can create robust…
The leaders of the future are supply chain savvy
We should stop thinking solely in terms of individual companies and instead focus on supply chains.
We are not as inclusive as we think we are.. but we can be
We often overestimate how inclusive our organisations are, and imagine that we hire and promote people on the basis of merit - their education, experience,…
Leaders extend hope when AI projects fail to deliver on promises
What happens when new, hyped technology fails to achieve the expected results? Leaders don't abandon projects - they extend hope that they will one day deliver.
Responsible ownership is the key to sustainability in business
More than ever, short-termism is seen as a barrier to building a sustainable business community committed to the green transition and to tackling inequality,…
When CEOs cry – Psychological safety and emotional leadership
Emotions have taken over working life, and CEOs today must take into account the vulnerability of employees. But research shows that the requirement to be…
Podcast: Katherine White - Leading discretely
In their "Leading Professional People" podcast, Professor Laura Empson and Tony Hall, Lord Hall of Birkenhead, have been exploring the crucial…
Podcast: Coming out of the psychological closet
In their "Leading Professional People" podcast, Professor Laura Empson and Tony Hall, Lord Hall of Birkenhead, have been exploring the crucial…
Podcast: June Sarpong - Leading as an outsider
In their "Leading Professional People" podcast, Professor Laura Empson and Tony Hall, Lord Hall of Birkenhead, have been exploring the crucial…
Podcast: Chris Saul - Subtle power
In their "Leading Professional People" podcast, Professor Laura Empson and Tony Hall, Lord Hall of Birkenhead, have been exploring the crucial…
Podcast: Spies as Professionals
In their "Leading Professional People" podcast, Professor Laura Empson and Tony Hall, Lord Hall of Birkenhead, have been exploring the crucial…
110 years of voting rights – where does equality stand today?
We have brought together four women to discuss equality - or the lack thereof - 110 years after women gained the right to vote. They all have one thing in…
Geopolitics is a core task for businesses – not an afterthought
Trade policy is used as a power instrument, alliances are shifting, and conflicts hit supply chains and markets. That’s why geopolitics is a core task for top…
Explainer: Co-leadership
What does it mean to run a co-led company? And what is the role of the leader? Hear guest lecturer at Master of Public Governance Ann-Christina Matzen An…
Thrive at Work: Building an Attractive Work Culture
In 2022, nearly 1 million Danes changed jobs, highlighting the shift towards shorter employment tenures. A group of experts representing leaders, HR…
Aesthetics and Business Innovation: Rethinking Leadership and Creativity
Innovation demands creativity. Business leaders might achieve greater success in fostering innovation and creativity by drawing inspiration from the world of…
From cycler to CEO: Learning to lead from sports
Just as you can train to break records, you can also train to become a good leader. That's just one of the things that leadership and sports have in…
Ledelse må ikke gå tabt i oversættelsen
Ledelse handler ikke kun om at føre, men også om at forklare. Det understreger skoleleder og Master of Public Governance-dimittend Sille Sine Bruun Madsen i…
You may have the title – but have you stepped into leadership?
There is a difference between having a leadership role and leading. Ida Strand, Head of Department at the Danish Cancer Society, reflects on her start as a new…
New management strategies for new generations?
How do you advance leadership to consider generations seeking meaning, balance and value in their work life?
What's next? Developing an AI-agile mindset
Exploring the potential shift from learning how to implement AI tools on a day-to-day basis to fostering leadership, teams and organisations that are prepared…
How do field experts become competent leaders?
Do you have doubts about how to step into this new manager's role? Hear what theories and experts have to say.
Building inclusive cultures in the workplace
Putting an emphasis on the importance of inclusion and belonging at work on a day-to-day basis.
Growing through open innovation
Open innovation is more than collaborative problem-solving – in fact, it can be a pivotal strategic initiative to evolve a business.
How to Lead Under Extreme Circumstances
In a world of uncertainty, leadership is more critical than ever. CBS Executive Education and collaborators recently gathered experts to explore how leaders…
The hierarchy is too slow: Why companies are distributing power
With traditional hierarchies showing their limits, researchers from CBS and RUC call for bolder organisational models. They urge Danish companies to…
The most expensive mistake is not the error, but continuing it
Organisations ignore warnings and persist with failing projects for far too long. This can cost billions, and, in the worst cases, human lives. New research…
How can service become a differentiator in a highly competitive market?
Putting the customers in the focus sounds obvious and there is no shortage in companies claiming to do so. While it is a huge effort to setup efficient…
How to transform businesses with digital technology
Digital technology plays a key role in transforming businesses. But how can you take your business into a digitalised future?
"En stærk kultur høres ikke i præsentationer, men mærkes i pauserne"
Strategier og strukturer får ofte hovedrollen i organisationsudvikling. Men den egentlige drivkraft for innovation er kultur, mener projektleder Ditte…
How to share leadership in practice - Lessons from an organisation in transition
The perception of leadership has changed from being an innate ability of the individual to something we are responsible for together. Where does this leave…
Uniqlo has cracked the code to success
Change, evolution and sustainable design isn't just about looking rigidly at the future of innovation, quite the opposite. For one of the world's…
Not everything has to be a success to ultimately be decisive for the strategy
The "Museum of Strategic Projects" collects examples of projects which were not all successful from the beginning, but which ended up becoming…
Medledelse: Det er ikke nødvendigvis dig som leder, der skal lede
Alle organisationer skal ledes, men ikke nødvendigvis kun af ledere. Medledelse betyder heller ikke, at lederen får færre opgaver. Koordinering på tværs,…
Lyt til podcastserien: Vejen til medledelse
Flere organisationer vender hierarkiet og giver medarbejdere ansvar for faglig ledelse, ansættelser, budgetter og til tider strategi. Men hvordan gør de, og…
Skab robuste organisationer til en foranderlig og usikker verden
Hvordan kan danske organisationer og virksomheder, store som små, navigere i en verden, hvor intet er som før? CBS Professor MSO Morten Thanning Vendelø deler…
Podcast: Escaping the Logic of Extraction
The ecological crisis is rooted in how we think. In The Ecology of Ideas podcast, CBS Associate Professor Attila Márton explores how new philosophies can…
Explainer: Meritocracy
What is meritocracy and what does it have to do with DEI? CBS Associate Professor Dr. Poornima Luthra explains exactly that in this video.
Agile and Adaptive Leadership in the 21st Century
In today’s ever-evolving business landscape, leadership is no longer a static concept; it’s a dynamic, agile, and adaptive force that guides organisations…
Why we seek "strong" leaders in a crisis – and why we should embrace collective leadership instead
In times of crisis, we instinctively turn to strong, decisive leaders. But is that really the best approach? Professor Laura Empson explains why our preference…
How can you fight everyday discrimination?
Everyday discrimination is often less explicit than 'regular' discrimination and can therefore be difficult to counteract, for both managers and…
Diversity is nothing without inclusion
Deputy Police Inspector Daniel Benner believes that diversity is a management treasure, and inclusion is the key to the treasure chest. "We can strive for…
Diversity wins: turn differences into an advantage
Leading a team of diverse employees towards inclusion and psychological safety is difficult, it takes time and can be frustrating. But it also yields far…
Green public leadership should be in focus if countries are to reach climate goals
While civil society and businesses are undeniably important in the green transition, focusing on them tends to overshadow an equally important player - the…
AI is lagging behind at work: New CBS studies point to a lack of strategy, training and shared direction
Two new CBS studies show that Danish companies not only lack skills and clear frameworks for AI, they also often overlook that AI tools come with their own strategic logics.
When leadership quality declines, employees’ depressive symptoms increase
A new Danish study shows that employees’ depressive symptoms rise when the quality of leadership falls – and vice versa
Innovation is not about turning everything on its head
There is much to gain if public leaders manage to establish the right conditions for innovation in an everyday context. The key factors include knowledge of…
You need to be less of a manager and more of a human being
The flexible work life places new demands on you as a manager. Consider two perspectives, one from a City Administrator and another from an MPG lecturer,…
Leadership Can Be Painful – But Are We Allowed to Talk About It?
At times, leadership is difficult, painful, and even sorrowful. So how do leaders cope when the task is challenging? And how honest should they be when…
We can learn from China
We are no longer ahead of China. It is not even a draw. We are in fact falling behind, says CBS researcher – and we need to acknowledge that because we need a change of strategy
FIFA World Cup: Who will be the financial winners and losers?
Two financial winners. Three losers. A new sporting structure and a new mixing of sport and politics. A sports economist at CBS takes stock ahead of the World Cup kick-off.