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

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

• 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

• 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

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.

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