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Executive Summer School
London School of Economics
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Email: ess@lse.ac.uk|
Tel: +44 (0) 207 849 4615

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Negotiation and Decision Making

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This course is designed to improve your ability to conduct negotiations, not only by sharing current knowledge and research, but also by providing opportunities to practice and reflect on your skills.

Register here to receive a detailed outline of this course. |

Programme benefits:

Understand the strategic, interpersonal and psychological aspects of negotiations
• Learn important concepts and practical tips gleaned from negotiation research
• Engage in a variety of negotiation simulations and receive immediate feedback
• Gain awareness into your own strengths and weaknesses
• Develop a personal development plan with the guidance of the instructors to aid continuous improvement as a negotiator.

Programme overview:

The programme will address the strategic, interpersonal, and psychological aspects of negotiation, for example;

• Distributive and integrative bargaining
• Power and persuasion
• Emotions and confrontations
• Cultural issues
• Negotiation styles

The practice simulations will cover a range of negotiation scenarios from two-party transactional negotiations to multi-party multi-issue negotiations.

Course structure

Class time will be used for learning the concepts, engaging in exercises, and obtaining feedback. Participants will also spend some time each evening reflecting on the feedback and preparing for the following day’s negotiations.

A personalised approach

To aid your continuous improvement as a negotiator, we provide the opportunity for you to complete a personal development plan at the end of the course and receive personalised feedback from the instructors. In the development plan, participants summarise their strengths and weaknesses as a negotiator and, most importantly, create an action plan to continue improving their skills. The instructors will carefully analyse each development plan and provide feedback and guidance to the individual participants.

Download the application form.

*I indeed very much enjoyed my experience at LSE… a great week overall that left me energised and from which I gained some key insights and tools that I am sure to apply in both my professional and personal life.”

Pierre Loczy,
Suncor Energy, Director

*LSE provided a comprehensive understanding of negotiations, and its application to organisations and individuals. Having a global class mix added a cross cultural perspective and approach to our course. Wonderful trainers and overall a truly world class executive course.”

Sonali Mehta,
The Etiquette Company, Founder

Previous participants have worked for

  • Abu Dhabi Executive Affairs Authority
  • Association of British Insurers (ABI)
  • Australian Bankers' Association
  • Bank of Mexico
  • Bank of New York Mellon
  • Barclays Global Investors
  • Barclays Ventures
  • Brazilian Development Bank - BNDES
  • Department of Public Safety, Government of Canada
  • Emirates Steel
  • Etihad Airways
  • European Central Bank
  • European Commission
  • Fidelity Financial Services
  • GDF Suez
  • KPMG
  • Lexmark Int. Technology S.A.
  • Moet Hennessy
  • Nestle Chile S.A.
  • Prudential
  • PSA Peugeot Citroen
  • Regis Group Plc
  • Secretary Statistics Division, Gov. of Pakistan
  • Serious Fraud Office, New Zealand
  • Siemens AG
  • Suncor Energy
  • The Netherlands Authority for the Financial Markets
  • The World Bank
  • Transport for London
  • United Nations
  • World Trade Organisation

Register your interest in this programme|


Connson Locke Negotation and Decision Making Course Video Placeholder|

Course details:

Dates:  29 June - 3 July 2015

Format: Five day intensive executive programme

Location: LSE's Central London Campus, New Academic Building, WC2A 2AE

Teaching faculty:

Dr Connson Locke|

Dr Jonathan E. Booth|

Tuition fee:  £4,995 (includes all course materials)

Request a detailed outline >>|

Application form >>|