Successful Negotiation Strategies
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
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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
Participants earn a certificate on completing the programme. This programme counts as one course for those completing the Cambridge Executive Education General Management Certificate of Achievement.
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
Reader in Strategy and Organisation
DPhil (Univ. of Oxford)
Dates & Fees
|28-29 October 2013||2 days||£1995|
* Fees (which are exclusive of VAT) include instruction, materials, lunch and breaks. Please note prices pre-registration are subject to change.
For information regarding our payment terms, cancellation, transfer and substitution policies and fees, please see our Terms & Conditions (pdf, 59KB) (updated 14 March 2013).
Participants are expected to attend the full programme.
You can register for this programme via our online system: