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MG209: Bargaining and Negotiation: Interests, Information, Strategy and Power

Session: One
Prerequisites: A university level introductory course in psychology, sociology, political science or management.

Dr Connson Locke
Dr Tara Reich

Note: This course is for beginners who have not had much previous experience in negotiation nor taken any courses in negotiation. If you are already familiar with negotiation and negotiation theory, please consider taking MG300 instead.

Negotiating skills are crucial to both our professional and personal lives. We negotiate every day about issues as important as employment contracts and as trivial as which film to see with a friend. Although some level of natural ability is important, like any other skill, one's ability to perform in negotiation is also determined by one’s formal training and experience/practice.

MG209 will develop students’ skills through both formal training and practice. Specifically, this course will introduce students to the strategic, psychological, and cultural aspects of negotiations as well as practical tips gleaned from negotiation research. 

Throughout the session, students will learn concrete steps to help them negotiate effectively. Reflecting the pedagogical approach of the LSE, particular attention will be paid to developing student understanding of when and why particular techniques are effective so that they can be applied appropriately to all kinds of negotiation situations. 

Students will then have the opportunity to put theory into practice, by participating in, reflecting on, and receiving feedback about a variety of negotiation situations from two-party transactional negotiations to multi-party multi-issue negotiations.

Throughout the course, students will be encouraged to reflect on their personal strengths and weaknesses, and will develop a personal development plan to aid their continuous improvement as a negotiator.

Thompson, L. L. (2012). The mind and heart of the negotiator (5th ed.). Prentice Hall.

36 hours    Classes: 12 hours
Assessment:The assessment in this course will be based on participation in classroom-based negotiation simulations (20%) and a two-hour, unseen written examination (80%).