Programmes

Negotiation Boot Camp: Personal Mastery in the Art of Negotiating

  • Summer schools
  • Department of Management
  • Application code SS-MG300
  • 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 is a supportive and challenging course aimed at those wishing to master the art of negotiation.

The course is built on students conducting actual negotiations in nearly every session, and using the negotiation experience for group discussion and individual feedback.


Session: Two
Dates: 13 July - 31 July 2020
Lecturers: Dr Jonathan Booth and Dr Daniela Lup


 

Programme details

Key facts

Level: 300 level. Read more information on levels in our FAQs

Fees:  Please see Fees and payments

Lectures: 36 hours 

Classes: 18 hours

Assessment*: Participation in classroom-based negotiation simulations (10%); mid-term personal negotiation assessment (20%); negotiation reputation index (20%); and a two-hour, unseen written examination (50%).

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

Students will need to fulfil ONE of the following two prerequisites:

  1. Introductory negotiation course (to the level of MG209) and a university level introductory course in psychology, sociology, political science, management, or economics; OR
  2. Evidence of practical experience with negotiation that one has had on-the-job and/or in other professional capacities. Potential students should include in their application a brief summary (no more than one page) describing their negotiation experience.

Note: Because this course is primarily practical, all students must already be familiar with basic negotiation concepts (e.g., BATNA, reservation point, integrative bargaining, expanding the pie, etc.).​

Programme structure

This intensive programme is largely practical, and there will be three themes which run throughout it:

Self-knowledge

A focus on understanding your own negotiating style, strengths, weaknesses, opportunities (unknown strengths), and blind-spots (unknown weaknesses) using guided self-reflection, classroom exercises, and peer feedback.

Situational agility

Focus on diagnosing different negotiation situations, social contexts, and negotiation relationships with others, as well as learning how to figure out what others’ styles and motives are. Finding out how to use one’s own style, strengths, and weaknesses in the best way possible to fit different situations.

Personal mastery

Master the use of your own style and strengths by engaging in negotiation exercises that increase in difficulty and intensity throughout the course. This expert-led three week programme is carefully designed to reinforce the learning so that it can be used outside the classroom setting.

Course outcomes

  • Mastering evidence-based best practices through disciplined negotiation practice and challenges
  • Intensive, practical peer and instructor feedback
  • Opportunities for structured self-observation, evaluation, and crafting a personal development plan
  • Development of personal negotiation style that leverages your negotiating strengths and minimises liabilities of personal weaknesses
  • Identification of ideal negotiation settings and situations that fit your personal style, and practice in creating these situations when top performance is most likely

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

Students must read L. Thompson's The Mind and Heart of the Negotiator, Pearson Educational International (any edition will suffice) prior to the first day of class.

*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

Business Strategy in International and Emerging Markets

Code(s) SS-MG206

Bargaining and Negotiation: Interests, Information, Strategy and Power

Code(s) SS-MG209

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