Programmes

Bargaining and Negotiation: Interests, Information, Strategy and Power

  • Summer schools
  • Department of Management
  • Application code SS-MG209
  • Starting 2020
  • Short course: Closed
  • Location: Houghton Street, London

UPDATE: Due to the global COVID-19 pandemic we will no longer be offering this course in summer 2020. Please check our latest news on this situation here.

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.


Session: One
Dates: 22 June – 10 July 2020
Lecturers: Dr Karin King and Dr Dorottya Sallai


 

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

LSE’s Department of Management is a  world-leading centre for research and education in business and management. Its location within a world-class social science institution at the heart of a leading global city makes it unique among other management and business schools. This position gives the Department the unparalleled capability to deliver research and education which advance the frontiers of understanding in management through an integrated view of the economic, psychological, social, political and technological contexts in which people, teams, organisations and markets operate worldwide.

Proud to be part of LSE, an institution that ranks #2 in the world for social sciences and management (QS World University Rankings 2018) and #1 in the UK for research in business and management studies (REF 2014). LSE Management currently ranks #1 in the world for thought leadership in management (QS Master's in Management Rankings 2018). The Department engages with people and organisations worldwide, across the private, public, and third sectors, who are motivated to improve the world through better understanding and practice of management.

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

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

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How to Apply

Related Programmes

The Science and Art of Decision Making

Code(s) SS-MG110

Negotiation Boot Camp: Personal Mastery in the Art of Negotiating

Code(s) SS-MG300

Competitive Strategy and Game Theory

Code(s) SS-MG205

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