Negotiating and Influencing Skills for Leaders

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Programme impact

Become a confident negotiator

Develop this must-have skill for making deals, building relationships and resolving conflict.

Good for you
Good for your organisation

Learn the latest strategies and frameworks to negotiate and influence successfully.
Experience negotiations with multiple stakeholders in real-life business scenarios.
Create impact back at work with a full toolkit to analyse, plan and manage different types of negotiations.

Develop the skills to predict and influence your counterpart’s behaviour.
Plan negotiations systematically to work from the best possible position and maximise value.

Help your key executives develop this business-critical skill. Your people will learn to:

Negotiate contracts and deals.
Deal confidently with partners, industry organisations, employee representatives and regulators.

Resolve and manage conflict within your organisation, while dealing with outside threats.
Take calculated risks that get results.

"Observing my negotiation style was like an out-of-body experience."

Ravi Bhansali

Managing Director, Rosy Blue N.V.
Programme: Negotiating and Influencing Skills for Leaders
Nationality: Belgian

Read Ravi's story

Right for you

This programme would suit any manager or leader who negotiates regularly in their role, including those responsible for influencing inside and outside their organisation.

nationalities

on average per cohort

industries

on average per cohort

Attendees come from broad-ranging industries including:

Business development
Sales
Consulting
Strategic marketing
Dispute resolution and consensus building
Entrepreneurship
Finance
Managing strategic alliances and partnerships
Purchasing and procurement.

The data above display the top nationalities and top 10 industries of participants who responded to our survey during the last full academic year.

Industry of recent participants

Finance – Insurance and Pension Services 15.8 %
Utilities/Power Distribution 15.8 %
Agriculture 10.6 %
Finance – Asset Management 10.6 %
Pharmaceuticals/Biotechnology 10.5 %
Telecommunication Services 10.5 %
Upstream Oil/Gas 10.5 %
Aerospace/Aviation 5.3 %
Automotive 5.2 %
Business Services 5.2 %

The data above display the top nationalities and top 10 industries of participants who responded to our survey during the last full academic year.

Programme content

Negotiation strategies

Learn the techniques to consistently negotiate with confidence and maximise value

Acquire a systematic framework and greater confidence in the negotiation process.

Be ready for different types of negotiations - look objectively at different negotiations and assess what’s important to you and your counterpart to gain an edge.
Hone and apply your skills – discover and experience evidence-based frameworks, theories and proven techniques to influence and persuade in any situation to achieve successful results.

Cutting-edge research – Draw on the evidence-based insight and support of expert faculty through the latest academic research, essential frameworks, techniques and strategies.
Structuring the process - Knowing what the other side wants is key. Plan the structure for your negotiations with this in mind.
Intensive negotiation role plays – Get hands-on negotiation experience in different types of situations and contexts through one-to-one and multi-party role plays to put your skills into practice.
Peer to peer feedback – Alongside world-class faculty, who provide you with cutting-edge research and real-world experience, work with your peers to share experiences and insights that will help you to negotiate successfully anywhere in the world.

Gillian Ku and Madan Pillutla consult to a number of international companies, including eBay, Aviva, Ericsson and Lloyds.
Learn to negotiate alongside leaders from global public and private sectors.
Your confidence grows with your ability to resolve conflict, strengthen relationships and face all types of negotiations.
Hands-on negotiation practice allows for immediate impact when your return to work.

What is the application process?

You can apply to the programme of your choice online. Acceptance is not automatic and your application will be reviewed by our team of Programme Consultants to ensure the best fit between applicants and programmes. Spaces on our programmes can fill up quickly so we encourage you to apply early and ensure your submission is as comprehensive as possible.

What does the programme fee cover?

It covers all required study materials, programme activities and excursions, as well as refreshments and most meals.

Do I need to obtain a visa if I’m coming from overseas?

Please check directly with the relevant embassy in your home country to determine whether you need an entry visa for the country where the programme will be held.

Download full FAQs

London or Online

This programme can be delivered in-person at our London campus or online. The format options available to you are shown under the ‘location’ tab next to the dates at the top of this page.

London (in-person)

Experience our world-class Executive Education programmes at our central London campus.
Immerse yourself in experiential activities, collaborative group exercises and face-to-face networking opportunities with your peers, guest speakers and our world-class faculty.
For programme iterations running in-person and online simultaneously, you’ll experience a format that bridges the gap between on-campus and virtual learning, enabling you to collaborate with your fellow participants both in London and around the world.
Learn in the heart of London and access campus amenities.

Online

Bring the LBS experience to you with live virtual learning led by our world-class faculty.
Join a dynamic virtual classroom, where you’ll be immersed in experiential activities and collaborative group work with your peers, while learning from and interacting with our leading faculty and guest speakers.
For programmes running in-person and online simultaneously, you’ll experience a format that bridges the gap between on-campus and virtual learning, enabling you to collaborate with your fellow participants both in London and around the world.
After completion, online participants will have the chance to join us on campus for an exclusive day of networking with classmates and insightful sessions with LBS faculty.

To find out more contact our Programme Consultant.

Our faculty

Experts in the field

Access some of the world’s leading thinkers whose cutting-edge research in global business is grounded in real-world practicality.

Gillian Ku

Professor of Organisational Behaviour

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Gillian Ku

Professor of Organisational Behaviour

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Academic Focus

Professor Gillian Ku's internationally recognised research and teaching are in the broad area of negotiations and decision making. Her research has focused on the dynamics of emotionally charged decision-making and she is currently investigating the decision-making processes involved in auction bidding, auction fever, and negotiations.

Recent Clients

Oman Oil, Roche, Rabobank and eBay.

Experience

Previously a financial analyst for Disney Corporation, Professor Ku is now a corporate trainer for a number of corporations worldwide.

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;

Madan Pillutla

Professor of Organisational Behaviour

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Madan Pillutla

Professor of Organisational Behaviour

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Academic Focus

Madan’s research and award-winning teaching focuses on incentives, decision making, negotiating and bargaining and trust and fairness in interpersonal interactions. His research includes: the value of an apology and the role of anchors and power in negotiations.

Recent Clients

Aviva, Deutsche Bank, Ericsson, Lloyds and the United Nations Development Programme.

Experience

Madan worked as a management trainee and factory personnel manager at ITC (a subsidiary of British American Tobacco) in Chirala and Calcutta, India. He is now a corporate trainer for a number of international companies.

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;

Certificate in Management

This programme can also be taken as part of the Certificate in Management. Enhance your leadership approach, hone your business skills and curate your own curriculum with a blend of online and in-person learning.

Find out more

How to apply

Submit your application through our online application form.

Apply now

Not ready to apply yet? Reserve a place

When should I apply?

We recommend you apply at least three months before the programme starts to guarantee your place. The application form will take approximately 15 to 30 minutes to complete.
When will I hear back from you?

We’ll acknowledge receipt of your application by email within 48 hours, if it’s received during normal working hours (Mon-Fri – 09:00-18:00). We will review and respond to your application within two working days. We do this in order of receipt and acceptance is not automatic.
Can I reserve a place?

Yes. We can hold a provisional place for you for up to two weeks, but be aware that completed applications take priority and programmes often fill up several months in advance. You can reserve a place online, by phone or by email.

Tel: +44 (0)20 7000 7386 Email: nisl@london.edu
What are your language requirements?

The programme is taught in English, so a good working knowledge of the language is essential. If English is not your first language, we may ask you for evidence of your proficiency.
What if I have more questions?

If you have any more questions, please read our FAQs here.

Read our full terms and conditions.

Fees

The fee for programmes starting in 2021 is £4,500.*

We offer a 25% discount for London Business School Alumni.

For more information on what the programme fee covers please speak to our Programme Consultant.

*Fees are subject to change.

Contact us

Whether you are an individual or an organisation/group looking for a programme, get in touch and we can help find the best solution for you.

Rowena Taylor

Head of Open Sales & Customer Experience

Rowena Taylor

+44 (0)20 7000 7386

nisl@london.edu

Negotiating and Influencing Skills for Leaders

Programme impact

Become a confident negotiator

Right for you

Who attends

Programme content

Negotiation strategies

London or Online

London (in-person)

Online

Our faculty

Experts in the field

Gillian Ku

Madan Pillutla

Certificate in Management

How to apply

Fees

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