Negotiating and Influencing Skills for Leaders

Learn how to influence, persuade and create valuable negotiations

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Dates

Duration

Location

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Programme impact

Become an expert 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.
Supported by executive coaches, develop your own personal negotiation style and play to your strengths.
Experience negotiations with multiple stakeholders in real-life business scenarios.

Create impact back at work with a full toolkit to analyse, plan and manage any kind of negotiation.
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

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

Read Ravi's story

Right for you

nationalities

on average per cohort

industries

on average per cohort

Any manager and leader who negotiates regularly in their role, including those working in marketing and sales, operations, finance, strategy, purchasing, and procurement and consulting.

Who attends

By nationality
By industry

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

What you learn
How you learn
Your learning experience
FAQs

Develop your own style - You need to know who you are to get what you want. Our personal profiling illuminates your traits and values, allowing you to hone your negotiating style.
Be ready for every type of negotiation - Look objectively at every type of negotiation and assess what’s important to you and your counterpart to gain the 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.

Personal profiling – Gain insights into your leadership style with a psychometric personality and a 360-degree profile. Define your negotiation style and what impact your approach may have.
Case studies – Sourced from across the globe, these present unique negotiating challenges, offering you different approaches to adopt.
Structuring the process - Knowing what the other side wants is key. Plan the structure for your negotitations with this in mind.
Intensive negotiation practice - Real-world scenarios see you honing your skills in intense and complex situations, supported by expert coaches.
Filming, feedback and discussion - Watch yourself on film to understand how others see you. Every negotiation exercise is recorded and replayed to you and your peers, giving you instant feedback.
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, Madan Pillutla and Ena Inesi consult to a number of international companies, including eBay, Aviva, Ericsson and Lloyds.
Learn to negotiate alongside senior executives from around the globe, who work in the 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.

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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.

Ena Inesi

Associate Professor of Organisational Behaviour

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Ena Inesi

Associate Professor of Organisational Behaviour

Academic Focus

Ena teaches on a wide range of topics, from negotiation effectiveness to strengths-based leadership in teams and organisations. She delivers the differences and personality modules, focusing on participants’ self-awareness through 360 and NEO survey results.

Recent Clients

WEF, Deutsche Bank, HSBC, Faurecia, Prudential, Arla, Carlsberg, Young Presidents Organization.

Experience

Ena’s interest in organisational behaviour emerged during her time as a management consultant at Bain and Company, and later at a web development start-up. Over the last fifteen years she has researched the effect of hierarchy on team dynamics and effectiveness.

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Gillian Ku

Professor of Organisational Behaviour

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Gillian Ku

Professor of Organisational Behaviour

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

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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How to apply

Submit your application through our online application form.

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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 7302 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 need to cancel?

Providing you inform us in writing no less than six weeks before the programme’s start date, you won’t be charged a cancellation or transfer fee.

Read our full terms and conditions.

Fees

The fee for programmes starting in 2019 is £8,500

The fee* includes tuition, all required study materials, programme activities and excursions; access to our on-site gym and swimming pool; and lunch and dinner as per the programme schedule.

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

*Fees are subject to change.