Oxford Programme on Negotiation

Said Business School

How long?

  • 5 days
  • in person

Said Business School


Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.


Comprehensive course analysis

Unbiased reviews from past participants
Global companies alumni of this course worked for
Positions of participants who took this course
Countries where most past participants are from
Individual needs analysis
Order for $20.00

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.

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


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...

Michele Pekar

Michele is a founding partner and executive director of Co-Dev, Inc., a global service provider specialising in negotiation, facilitation, conflict resolution and leadership. Michele has been a senior negotiation trainer for over 15 years and teaches seminars and workshops in negotiation, confl...

Suzanne Williams

Suzanne Williams is an Associate Fellow of Saïd Business School where she teaches on the Oxford Programme on Negotiation. She is an experienced and internationally renowned hostage negotiator. As a London senior detective Sue was the Officer in Charge of both the Kidnap and the Hostage Crisis Ne...

Videos and materials

Oxford Programme on Negotiation at Said Business School

From  7800 GBP$10,377

Something went wrong. We're trying to fix this error.

Thank you for your application

We will contact the provider to ensure that seats are available and, if there is an admissions process, that you satisfy any requirements or prerequisites.

We may ask you for additional information.

To finalize your enrollment we will be in touch shortly.


Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.

We are happy to help you find a suitable online alternative.