Programmes

Bargaining and Negotiation: Interests, Information, Strategy and Power

  • Summer schools
  • Department of Management
  • Application code SS-MG209
  • Starting 2018

This course will introduce students to the strategic, psychological, and cultural aspects of negotiations as well as practical tips gleaned from negotiation research.

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.

Note: This course is for beginners who have minimal previous experience in negotiation and have not taken any courses in negotiation. If you are already familiar with negotiation and negotiation theory, please consider taking MG300 instead.

Dates for 2018 to be confirmed


Session: One
Dates: 19 June - 7 July 2017
Lecturers: Dr Tara Reich and Dr Connson Locke


 

Programme details

Key facts

Level: 200 level. Read more information on levels in our FAQs

Fees:  Please see Fees and payments

Lectures: 36 hours 

Classes: 18 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%)

Typical credit**: 3-4 credits (US) 7.5 ECTS points (EU)


*Assessment is optional

**You will need to check with your home institution

For more information on exams and credit, read Teaching and assessment

Prerequisites

A university level introductory course in psychology, sociology, political science or management.

Programme structure

  • Distributive and integrative negotiation
  • Biases in negotiation
  • Negotiation styles
  • Ethics, trust, and relationship-building  
  • Communication in negotiations
  • Emotions in negotiations
  • Power and Influence
  • Creativity and problem solving
  • Culture in negotiations
  • Behaviours of skilled negotiators

Course outcomes

  • Learn concrete steps to help conduct effective negotiations
  • Gain 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
  • Develop a personal development plan to aid your continuous improvement as a negotiator through reflecting on your own personal strengths and weaknesses

Teaching

The Department of Management was established in 2000, and is committed to advancing the frontiers of the study of management, through its social-science based research, collaboration across the entire LSE, and its engagement with enterprises, organisations, and leaders throughout the world. The 2014 Research Excellence Framework has ranked LSE as the UK higher education leader for Business and Management Studies.

On this three week intensive programme, you will engage with and learn from full-time lecturers from the LSE.

Reading materials

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

*A more detailed reading list will be supplied prior to the start of the programme

**Course content, faculty and dates may be subject to change without prior notice

Applications open in November - Join our mailing list

Applications open in November - Join our mailing list

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