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About the course
This course is designed to improve your ability to conduct negotiations, not only by sharing current knowledge and research, but also by providing opportunities to practice and reflect on your skills.
The programme will address the strategic, interpersonal, and psychological aspects of negotiation, for example:
- Distributive and integrative bargaining
- Power and persuasion
- Emotions and confrontations
- Cultural issues
- Negotiation styles
The practice simulations will cover a range of negotiation scenarios from two-party transactional negotiations to multi-party multi-issue negotiations.
Class time will be used for learning the concepts, engaging in exercises, and obtaining feedback. Participants will also spend some time each evening reflecting on the feedback and preparing for the following day’s negotiations.
A personalised approach
To aid your continuous improvement as a negotiator, we provide the opportunity for you to complete a personal development plan at the end of the course and receive personalised feedback from the instructors. In the development plan, participants summarise their strengths and weaknesses as a negotiator and, most importantly, create an action plan to continue improving their skills. The instructors will carefully analyse each development plan and provide feedback and guidance to the individual participants.
- Understand the strategic, interpersonal and psychological aspects of negotiations
- Learn important concepts and practical tips gleaned from negotiation research
- Engage in a variety of negotiation simulations and receive immediate feedback
- Gain awareness into your own strengths and weaknesses
- Develop a personal development plan with the guidance of the instructors to aid continuous improvement as a negotiator.
Who should attend
- Junior managers wishing to accelerate their career
- Senior professionals seeking to develop and refine their personal skills
- World-class negotiators looking to keep in step with current knowledge and research
Trust the experts
Professor Paul Willman is an Emeritus Professor of Management in the Department of Management and Academic Director of LSE’s Executive Courses. Professor Willman has taught on MBA and Executive MBA programmes at Oxford University, Cranfield School of Management, Budapest University of Economics,...
Dr Jonathan E. Booth joined the Department in August 2009. He received his PhD in human resources and industrial relations at the University of Minnesota's Carlson School of Management. He has published in academic journals, such as the Academy of Management Journal, ILR Review, British Journal o...
LSE Executive Education Courses – Negotiation and Decision-Making