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

Fees:  Please see Fees and payments

Lectures: 36 hours 

Classes: 18 hours

Assessment*: In classroom-based negotiation simulations (20%) and a written exam (80%)

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

*Assessment is optional but may be required for credit by your home institution. Your home institution will be able to advise how you can meet their credit requirements.

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
• Culture in negotiations

The format of the course is a combination of lectures, readings, class discussions and simulations. Reflecting the pedagogical approach of the LSE, particular attention will be paid to developing student understanding of when and why particular negotiation techniques are effective so that they can be applied appropriately to all kinds of negotiation situations.

The assessment of this course is based on participation in and reflection on classroom-based negotiation simulations (20%) and a final written examination (80%).

Further details will be provided at the beginning of the course.

• Practise essential negotiation strategies during two-party transactional and multi-party multi-issue negotiations.
• Understand how culture, emotions and psychological bias impact negotiations
• Develop an understanding of your unique negotiation preferences
• Learn how to build trust, increase your influence and add value for both parties

This course is ideal if you have minimal previous experience in negotiation and have not taken any courses in negotiation before. 

If you are employed full-time, you might want to consider our 5-day intensive Executive Education Course in Negotiation where you will have an opportunity to engage with peers with several years of professional experience.

LSE’s Department of Management unites four subject areas – Employment Relations and Organisational Behaviour, Information Systems and Innovation, Managerial Economics and Strategy, and Management Science. It thereby combines the study of business and management with LSE’s renowned social sciences perspective. LSE is ranked 2nd in the world for social sciences and management (2020 QS World University Rankings) and the Department of Management, along with the Departments of Accounting and Finance, was ranked as the UK leader for Business and Management Studies in the most recent Research Excellence Framework.

Our world-class record of multidisciplinary management research gives students a solid understanding of the global business environment. Whether learning the fundamentals of management or gaining advanced insights into specific aspects of strategy, negotiation, marketing or human resources, students will develop a competitive edge for their future career.

Lecturers:

Dr Karin King
LSE Fellow, Department of Management

Dr Dorottya Sallai
Assistant Professorial Lecturer, Department of Management

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