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The Cambridge Negotiations Lab


Relationships are central to business success. Yet they are fragile. Good management - of one's life and career - requires a set of distinct 'relational' skills: the ability to distribute value, to spot opportunities for value creation, to deal with differences, to circumvent or resolve conflict, to be seen as fair and objective, and to handle difficult conversations. The reality is that many of those you meet have different world views, ambitions, values, risk preferences, loyalties, prejudices, likes and dislikes. Being able to reconcile these differences through effective negotiation - even using them to create value - thus becomes a valuable skill. It is also a skill you can use more or less immediately.

This practical, hands-on workshop is structured around three key tensions that exist within most types of negotiations:

  • the tension between creating and distributing value
  • the tension between the interests of principals and their agents
  • the tension between empathising with another's point of view and asserting your own

In any negotiation, people make implicit choices about how to manage each of these tensions. Here we treat them explicitly, and explore ways of reconciling the trade-offs. In a real sense, the management of conflicting (and also shared) interests lies at the heart of every negotiation.

The exercises were superb; fun, engaging and provided excellent practical experience of real time scenarios, contained within a safe environment. Mark is an inspired teacher. His delivery is exemplary, his knowledge deep and his manner engaging. Furthermore, the international mix of candidates from a variety of fields added to the intensity of the course and deepened the interest.


  • The seven critical elements to successful negotiations
  • Managing conflict to reconcile different interests and objectives
  • Reconciling the interests of principals and agents
  • Managing the balance between empathy and assertiveness to achieve a successful outcome
  • Cross-cultural negotiations
  • Multi-party negotiations


You'll learn from outstanding faculty and associates of Cambridge Judge Business School and gain a truly international experience from your global peer group.

At the core of this workshop are four interactive negotiations exercises which:

  • provide you with 'hands on' experience of negotiating
  • give you an opportunity to learn about yourself as a negotiator and to learn by observing those around you in action
  • provide a 'safe' environment to experiment with different negotiating styles or analytical techniques, without incurring significant losses or getting hurt. We move progressively from relatively simple to more complex types of negotiations

This programme counts as one course for those completing the Cambridge Judge Business School General Management Certificate of Achievement.

I thought the programme with Mark de Rond was fantastic and full of take-aways for me to put into practice.
Joanne Crook, Business Analyst, Aveva Solutions

Who should attend

Those who wish to refresh their negotiating skills or who have little or no formal training in negotiations.

Faculty & speakers

Mark de Rond

Professor of Organisational Ethnography
DPhil (University of Oxford)

Read more

Dates & fees

Dates Duration Fees *
21-22 September 2017 2 days £2,300 + VAT

VAT is charged at the prevailing rate, which is currently 20%; e.g. £2,300 + 20% = £2,760.

* Fees include instruction, materials, lunch and breaks. Preferential rates may be available for groups, University of Cambridge alumni and members of the School's Alumni Association. Please note prices pre-registration are subject to change.

For information regarding payment terms, cancellation rights, transfer policies and fees, please see our terms & conditions documents:

Terms & Conditions for Self-funded Applicants (pdf, 226KB) (updated 27 October 2015)
Terms & Conditions for Organisation-funded Applicants (pdf, 243KB) (updated 27 October 2015)

Registration closes at midday two working days before the programme start date.

Participants are expected to attend the full programme.

Version 3 (16 June 2016)


You can register for this programme via our online system. Please note the registration form will open in a new tab/window.

When you register for this programme, please let us know if your organisation is paying for your placement or if you are applying as an individual.


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