Influencing & Negotiation

Professor Moray McLaren

Design uden navn-kopi


2 months




12-13 September 2024 
8.30 am - 5 am

Design uden navn-1

ECTS points

3 ECTS points



Professor at IE Business School, Moray McLaren

Design uden navn


Sankt Annæ pl. 11, 1250 København  


Tuition Fee

DKK 25,000 exclusive of VAT

About the Course

It is often said: “You don’t get in life what you deserve, you get what you negotiate”. Everybody negotiates continuously. In business we negotiate on a daily basis internally with superiors, colleagues and subordinates, and externally with potential partners and competitors, investors and board members, clients and suppliers, employees and labor unions.

The concept of a dispute, difference, disagreement, or gap between two parties is central to understanding negotiation. There must be something to negotiate about - the future direction of your business, the price of a service which you are buying or selling or your next pay rise!

Learning Objectives

  • Self-evaluate and improve your personal effectiveness in negotiations and compare your performance to that of other negotiators
  • Develop the tools needed to analyze negotiation situations effectively creating value in these negotiations.
  • Propel your negotiation performance from where you are today to where you want to be through a deepened analysis of past and present negotiation experiences.


Professor Moray McLaren

Professor at IE Business School

Moray graduated from the University of Wales with a BA in Political Science in 1988 before gaining an MA in economics from the University of London (London School of Economics).

He then completed the professional exams as a lawyer with the College of Law in Guildford before gaining a diploma in dispute resolution at the London School of Economics (1999). Moray first studied negotiation as part of his legal studies, going on to train lawyers in negotiation skills at the International Development Law Organisation (IDLO) in Rome.


Rating of Moray McLaren



Case Materials

The course material consists of a textbook, case studies and articles.


Students are required to attend all classes and to participate actively.


Students are required to read all course material in advance.


Students will be graded on attendance and participation in class and on an individual paper.

MBA Hjul-2


Single Course - Merit to MBA

The Executive MBA Courses are all part of the Executive MBA program at AVT Business School and offer insight into specific topics.

When you sign up for one or more Executive MBA Courses at AVT Business School will receive merit for the Executive MBA Course attended.

Meet Professor Moray McLaren

Study at AVT like employees from... 


Book Online Meeting

  Contact Us

  • Call Us on +45 7020 8828
  • Email Us on
  • Book a 15 Min Call in the calendar on the left
  • Sign up for the course below

Sign up