Bargaining and Negotiation: Interests, Information, Strategy and Power

  • Summer schools
  • Department of Management
  • Application code SS-MG209
  • Starting 2022
  • Short course: Open
  • Location: Houghton Street, London

Negotiation is an increasingly important soft-skill used during day-to-day interactions as well as formal negotiations. Good negotiators are critical for business development - creating long-lasting relationships, increasing value and creating mutually beneficial solutions. Like any other business skill, your ability to perform in negotiations is determined by your formal training and experience.

In this highly interactive course, you will engage with the strategic, psychological, and cultural aspects of negotiations. Through the use of live negotiation simulations, ranging from two-party negotiations to multi-party multi-issue negotiations, you have an opportunity to put into practice effective negotiation strategies based on academic research.

Through rigorous reflection and feedback from peers and faculty you will have a thorough understanding of your own personal negotiation strengths and weaknesses. At the end of the course you will walk away with a personal development plan which can be used for your continuous improvement as a negotiator.

Session: One  - CLOSED
Dates: 20 June - 8 July 2022
Lecturers: Dr Karin A. 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*: 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.

Key topics

  • 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

Programme structure and assessment

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.

Course outcomes

  • 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


Is this course right for you?

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.

Your department

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.

Your faculty

Dr Karin King (Course Leader)
LSE Fellow, Department of Management

Dr Dorottya Sallai
Assistant Professorial Lecturer, Department of Management

Please direct enquires about the course to

Reading materials

Thompson, L. L. (2021). The mind and heart of the negotiator (7th 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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