Programmes

Negotiation

  • Executive
  • Department of Management
  • Application code EE903
  • Starting 2018

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.

5 day intensive programme running 11 - 15 June 2018

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

This executive course is suitable for:

  • Junior managers wishing to accelerate their career
  • Senior professionals seeking to develop and refine their personal skills
  • World-class negotiators looking to keep in step with current knowledge and research 

Tuition Fee: £5,795

Includes all LSE tuition, course materials, daily lunches, and networking events. You will also be awarded an LSE certificate of completion at the end of the five days.

Part of LSE Executive Education Courses

Programme details

Entry requirements

Executive Education Courses are taught to the School's high standard and are therefore academically rigorous. Participants are expected to be fluent in English, with a good first degree in a relevant subject. 

As an executive programme, experience in the workplace is a key requirement. Most of our participants have more than 10 years' experience but we will consider fast-track candidates with a minimum of two years' professional experience. 

Requirements in brief

  • Fluency in English
  • Undergraduate degree
  • Professional experience (see above)

More information about LSE Executive Education Courses.

Programme structure

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.

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.

Course outcomes

  • 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.

Find out more about LSE Executive Education Courses

Faculty and guest speakers

The course will be taught by:

  • Dr Jonathan E. Booth
  • Professor Paul Willman

 

Download a detailed course outline

Download a detailed course outline

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