Whether you are aware of it or not, we are often in negotiation situations. Negotiation then is a decision-making process by which two or more people agree how to allocate scarce and dependent resources; it is the art and science of securing agreements between two or more interdependent parties. Negotiation entails getting information from another party, determining what information you have to selectively give to get that information, and analyzing that information to make strategic offers.

This course will introduce key concepts in negotiation, such as BATNA [Best Alternative to Negotiated Agreement], RP [Reservation Price] plan and ZOPA [Zone of Possible Agreement]. We will cover simple single issue, two-party negotiations and then more complex multi-issue two party negotiations. Finally, we will cover the thorny questions of ethics and dispute resolution, i.e., situations where a claim has been made by one party and rejected by the other party.

If you want to taste a program, you can watch Dr. Akemu's master class on Negotiations in English by following the link

Assistant Professor in Strategy & Entrepreneurship

PhD in Management & Entrepreneurship, Rotterdam School of Management

Dr. Akemu received an MBA degree from London Business School and a M.Sc. degree in Petroleum Engineering from Imperial College London, further obtained his PhD degree in Management and Entrepreneurship from Rotterdam School of Management.

Dr. Akemu's research and teaching focuses on decision making and strategy implementation within nascent entrepreneurial ventures; improving qualitative methodology; and managerial effectiveness in established organizations.

Prior to graduate studies, he worked in the international oil & gas industry and also advised start-up enterprises in the Netherlands.