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Said Business School

Available dates

Oct 20—25, 2019
5 days
Oxford, United Kingdom
GBP 7800 ≈USD 10125
GBP 1560 per day
Jun 14—18, 2020
5 days
Oxford, United Kingdom
GBP 7800 ≈USD 10125
GBP 1560 per day


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About the course

Realise your full potential as a negotiator

Develop deep insights into what is really going on during negotiations. You will analyse complex case studies and practise what you learn through role-plays based on Oxford and other simulations. This will enable you to develop a robust framework for successful future negotiations.

Working with experienced faculty and tutors, you will take an objective look at your own negotiating style, reflect on past negotiations and experiment with new approaches.

Participants come from a wide range of geographical, cultural and organisational backgrounds, bringing a very real and valuable diversity to the debate. Exchanging ideas and experiences with a diverse group of participants, as well as a range of practitioners and academics, will help you understand negotiating across cultures and different perspectives.

Core themes:

  • Understanding decision-making in negotiations - how to negotiate rationally in a non-rational world
  • Group decision-making in negotiations
  • Negotiating in multi-party situations
  • Communicating persuasively in negotiations
  • Negotiating in a changing environment
  • Trust and ethics in negotiation
  • Negotiating successfully across cultures
  • The significance of context and negotiations within organisations

Programme benefits

To you

  • Evaluate your skills and develop a plan to maximise your potential
  • Work with tutors to understand your own negotiating style
  • Master subconscious biases

To your business

  • Approach multi-party and multi-cultural negotiations with confidence
  • Gain co-operation and reach consensus
  • Achieve better results with all stakeholders

Who should attend

The Oxford Programme on Negotiation is suitable for both individuals and teams. It is designed for senior executives with an average 10+ years experience, from private, public and non-profit sectors.

The profile of participants varies widely, including CEOs, directors, senior civil servants, military officers, political and educational leaders, officials of multilateral organisations, NGO executives and senior managers.

Trust the experts

Owen Darbishire

Owen Darbishire is the Rhodes Trust Associate Professor in Management Studies (Organisational Behaviour and Industrial Relations) at Saïd Business School, University of Oxford and Sue Cormack Fellow at Pembroke College, University of Oxford. Owen is known internationally for his research examini...


Michael Gates

Michael Gates is Vice Chairman of Richard Lewis Communications. He is an internationally recognised teacher and writer on cross-cultural management, and a regular speaker at corporate and government events. Michael has been with Richard Lewis Communications since 1990 and his earlier roles inclu...


Paul Fisher

Paul is Programme Director of the Oxford Programme on Negotiation, which he has helped to design and develop since its inception in 2004. Paul has also been a tutor on the programme and he teaches a class on negotiation and stakeholder management. Paul has over 20 years’ experience in the field...


Tim Cullen

Tim Cullen is the founder of the Oxford Programme on Negotiation, on which he teaches. An experienced practitioner and teacher on all aspects of negotiation, Tim has taught on various programmes at Saïd Business School and he is a visiting professor at the Guanghua School of Management, Peking U...


Course reviews

Welcome to the Oxford Programme on Negotiation

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