All LSE executive education participants are required to have:

• Fluency in English.
• A good undergraduate degree or significant work experience in a relevant role(s).
• Minimum two years’ professional experience. Typically our participants have more than ten years’ work experience.

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.

View a sample timetable of the week >>

• 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

The course will be taught by:

• Dr Jonathan E. Booth

Dr Jonathan E. Booth joined the Department of Management in August 2009. He received his PhD in human resources and industrial relations at the University of Minnesota's Carlson School of Management. Find out more here

• Professor Paul Willman

Professor Paul Willman is an Emeritus Professor of Management in the Department of Management and Academic Director of LSE’s Executive Courses. He has taught on MBA and Executive MBA programmes at Oxford University, Cranfield School of Management, Budapest University of Economics, Ecole de Ponts ParisTech, London Business School and TRIUM. Find out more here

Roland Gambos, Country Pharma and CFO Netherlands, Novartis

"The programme absolutely exceeded my expectations. It was expertly delivered in a way that really brought the theory to life." 

Read Roland's full profile here.

Noura Alrashid, Market Risk Officer, Saudi Capital Market Authority

"I would absolutely recommend this programme to anyone looking to boost their negotiating skills in today’s complex and multi-cultural world."

Read Noura's full profile here.

WATCH THE COURSE VIDEO >>