LSE Executive Education Courses

Benefit from global networking opportunities

Take time to think about cutting-edge theories and best practice

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Negotiation

Intensive programmes for visionary thinkers, in the heart of London

Engage with world-class LSE teaching faculty

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• Cultural issues and understanding differences

• Team and multiparty negotiation

• Managing relationships and collaboration.

How is the course delivered?The course is designed to improve your ability to conduct negotiations and is built around using class time to learn the concepts, engage in exercises and obtain feedback from the group. Core to the learning experience is:

• Mastering evidence-based best practicesthrough disciplined negotiation practiceand challenges

• Practical peer and instructor feedback

• Opportunities for structured self-observation,evaluation, and crafting a personaldevelopment plan

• Development of personal negotiation style thatleverages personal negotiating strengths andminimizes liabilities of personal weaknesses

• Identification of ideal personal negotiation settingsand situations and practice in creating thesesituations when top performance is most likely.

What will you gain out of the course?• An understanding of the strategic, interpersonal

and psychological aspects of negotiations.

• Learn important concepts and practical tipsgleaned from negotiation research.

• Engage in a variety of negotiation simulationsand receive immediate feedback

• Gain awareness into your own strengthsand weaknesses

• Develop a personal development plan with theguidance of the instructors to aid continuousimprovement as a negotiator.

Core course contentThe programme will address the strategic, interpersonal, and psychological aspects of negotiation, for example:

• Distributive and integrative bargaining

• Negotiation styles

• Cognitive aspects of negotiation

• Emotions and confrontations

Negotiation

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.

“It’s a diverse group from all over the world and from all different corporations, from different fields, and that’s been very, very enriching. One big highlight has been just getting to know people, learning organically from one another”.Akhila Khanna, Director of International Digital Media and Business Development, A+E Networks

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Job roles of previous participantsChief Investment OfficerManaging DirectorMarketing ManagerPartnerAssociate Director, ComplianceDirector, Advanced AnalyticsEMEA Legal DirectorVice-President, Commercial OperationsSenior ConsultantExecutive Vice-PresidentCorporate Partnerships ManagerSenior DirectorSenior Project ManagerConsultantBusiness Development Manager

From employers including

Jaguar Land RoverSEATNational Australia BankCouncil of EuropeUnited NationsMacquarie GroupPorsche ConsultingPrudentialEuropean Central BankTransport for LondonThe Labour PartyWorld Anti-Doping AgencySuncor EnergyTelekom AustriaAssociation of British Insurers

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Negotiation

Programme fee: £5,795

This includes all course materials, refreshments, daily lunches, receptions and the programme dinner unless mentioned otherwise.

Discounted rates at two local hotels are available to participants.

Full terms and conditions:

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Day one:• Introductions and course outline:

• Distributive and integrativebargaining: Understanding thedifferent types of negotiationissues, creating value at the table.

Day two:• Negotiation style: learning one’s

innate emotional style and conflictmode and how to practice andenlist other styles.

• Cognitive Aspects of Negotiations.

Day three• Team Negotiation and

Understanding Differences:Understanding the other partyand their culture in which theirpreferences are embedded

• Emotions in Negotiations.

Day four• Multi-party negotiation:

experience the challenges ofgroup decision making whenmultiple parties are involved

• Managing relationships:Understanding differences acrossstakeholders and effectivelycrafting coalitions.

A final timetable and any pre-course reading will be provided prior to the start of the course. Topic areas are delivered in the form of case studies for review, discussion and theory application.

All course content is correct at the time of production and can be subject

to change.

Day five• Generating Collaboration

• You as a negotiator: Discussingpersonal strengths and learningopportunities, reflections on theweek’s learnings.

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Dr Jonathan E. BoothDr Jonathan E. Booth joined the Department of Management in August 2009. He received his PhD in human resources and industrial relations at the University of Minnesota’s

Carlson School of Management. Prior to pursuing his PhD, he was a consultant in information technology, change management, and training development for firms including; Intel, Marriott International, and Wells Fargo. He also has a BSc in business administration from Georgetown University, Washington, DC. Dr Booth has taught courses in the areas of organisational behaviour, human resources, negotiations, and labour relations. Some of Jonathan’s research interests include workplace stigma and mistreatment, prosocial and charitable behaviour, leadership, and unions.

Professor Paul WillmanProfessor Paul Willman joined LSE as Professor of Management in 2006. Professor Willman has taught on MBA and Executive MBA programmes at Oxford University, Cranfield School of

Management, Budapest University of Economics, Ecole de Ponts ParisTech, London Business School and on the #1 FT ranked TRIUM eMBA here at LSE. He has also taught on Executive Programmes at Cranfield, Oxford, INSEAD, London Business School and, in a variety of locations, for Duke Corporate Education. At LSE, he launched and directed both the flagship Masters in Management Programme and its executive counterpart, the Executive Global Masters in Management.

Paul is also the SRL Global Director of the Private Wealth Programme and a Council member of the Advisory Conciliation and Arbitration Service. He is an Honorary Fellow of the Australian Institute of Business and Economics, in addition to being a member of Duke CE’s Global Learning Resource Network. Professor Willman has a BA and MA in Social and Political Sciences from Cambridge University, and an MA and DPhil in Sociology from Oxford University. He is the author of ten books and numerous articles in academic journals.

“The LSE faculty are simply brilliant. They’ve really been spectacular in terms of sharing their knowledge, communicating their insights and challenging the students to think differently about how they negotiate”.Stephen Bates, OSIsoft, Director, USA

World-class faculty

Why LSE for your executive education needs?

A history of excellenceFounded in 1895 with the purpose of academic engagement with real world issues, LSE enjoys a reputation as one of the world’s best universities in the social sciences field.

Talented global participantsOur reputation for innovative and intellectually challenging courses is the reason why fast-track and senior executives from a diverse range of organisations attend LSE education courses.

For course information:

exec.courses@lse.ac.uk

+44(0)207 849 4615(Mon – Fri: 9.30am to 5.30pm)

Executive Education Courses OfficeHoughton StreetLondon WC2A 2AE lse.ac.uk/exec

Negotiation

“LSE provided a comprehensive understanding of negotiations, and its application to organisations and individuals. Having a global class mix added a cross cultural perspective and approach to our course. Wonderful trainers and overall a truly world class executive course”.Founder, The Etiquette Company, Belgium

World-class facultyCourse are taught by full-time LSE faculty who lead their field and augmented by senior practitioners drawn from industry and business our lecturers will engage, challenge and equip you with the latest knowledge and skills.

Certificate of Excellence in Global BusinessOur courses are affiliated with the Global Network for Advanced Management (GNAM), and our courses can be taken as part of the network’s Certificate of Excellence in Global Business.