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Programme content

Prepare for different types of negotiations, predict reactions, and use tried and tested techniques to consistently deliver positive results.

Hone your skills through practical exercises, one-to-one feedback and intense role-play work, and learn the latest theories for analysing the complete negotiation process – from introduction to closing deal.


  • What you learn
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    Self-awareness

    Strong negotiations rely on your ability to develop and increase your self–awareness. Use the programme’s personal profiling techniques (outlined below) to understand your personality traits, values and preferences. The results empower you to hone your own negotiating style, build a personal development plan, and improve your strengths and self-knowledge.

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    Ready for every type of negotiation

    From distributive (competitive) to integrative (shared problems) forms of negotiation, you gain a clear understanding of how to approach, manage and resolve conflict. For each type of negotiation, you look objectively at the situation, exploring what is important to you and your opponent, and – crucially – what a successful outcome looks like.

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    At the bargaining table

    What happens at the bargaining table directly impacts the outcome of your negotiation. Discover proven techniques for influencing and persuading to achieve results in any situation.

  • How you learn


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    Structuring the process

    Before each negotiation, you complete a planning document, which pinpoints what each side wants, what sources of power each of you have, and what you and they are aiming for. This gives you a clear structure to adhere to and a sense of objectivity before negotiations begin.

    18_prog_content

    Intensive negotiation practice

    Apply your negotiating skills to a range of real-world scenarios and hone your skills in increasingly complex and intense situations. Our approach offers highly practical and personalised support to each participant, with a ratio of two participants for each coach. 

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    Filming, feedback and discussion

    Detailed feedback is paramount to successful negotiation training. Each of the practical exercises is videoed and replayed in group debriefing sessions, refining your skills, building your confidence and broadening your experience across a range of industries.

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    Real life case studies 

    Case studies sourced from across the globe present unique negotiating challenges, offering you different approaches to adopt on your return to work. Past case studies have included Biotech-Naturally Cotton, looking at single-issue, two-party negotiations; and Moms.com, analysing multi-issue, two-party negotiations.

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    Personal profiling

    Undertake a NEO personality profile, and a 360 degree profile to glean meaningful insights into your leadership style. This helps define your negotiation style, build on your strengths, analyse how you work in a team and what impact your approach may have on the people around you.

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    Peer to peer feedback

    As well as learning from our world-class faculty, who provide you with cutting-edge research and real-world experience, you work intensively with your peers in small groups. Share experiences, insights and tips that enable you to negotiate successfully in any situation, anywhere in the world.

  • Your learning experience
    • Sunday Programme welcome and introduction
    • Monday  Individual differences and personality, distributive negotiations, 360-degree negotiations, feedback
    • Tuesday  Decision-making biases, integrative negotiations
    • Wednesday  Influence and persuasion, managing contentious negotiations
    • Thursday  Inter-group negotiations
    • Friday Multi-party negotiations.  Link, summary, action and development plans

Key details

Duration: 5.5 days
Next start: 08 Apr 2018
Fees: £8,300
Location: London

Next programme dates:


  • 08 - 13 Apr 2018
  • 16 - 21 Sep 2018

Contact us

Contact Sabrina Schwarz, Programme Associate.


Email: nism@london.edu

Tel: +44 (0)20 7000 8545

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