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Leading Negotiations

Leading Negotiations


Adaptability is a key leadership skill. One you can learn and practice.

Today's business leaders operating in a global context need to possess sufficient negotiation skills to create value in a variety of different ways and in different scenarios. Every new situation demands leaders to be able to re-negotiate in ways that remain true to the values and mission of the organisation. This is how trustworthy leadership is maintained and built.

If you aspire to achieving this, then you need to acquire insights into how you perform as a negotiator and what it takes to optimise negotiation strategies. The programme will help you explore the different traps and challenges negotiators are faced with, both in terms of the negotiation game and the influence strategies that opponents and situations reveal.

Watch our interview with Academic Programme Director Professor David De Cremer:

For further reading, visit the Harvard Business Review website to find an interesting article co-written by Professor David de Cremer on how cultural stereotypes may make you a less ethical negotiator. Read the article

This programme can be taken on its own or together with three others as a consolidated series. On completion of all four programmes, participants receive the Cambridge Judge Business School New Leadership Certificate of Achievement.

Topics covered include:

  • The basic principles underlying effective negotiations
  • The steps leading to the negotiation stage
  • How to recognise different forms of negotiation and its consequences
  • Exerting influence and persuasion to deliver win-win situations

Related publications

De Cremer, D. (2014) "In the globalisation of work human irrationalities matter." The Economist Intelligence Unit (forthcoming)

De Cremer, D. and Zhang, J. (2014) "A dilemma for China's business schools: should schools become locally reactive or globally proactive?" Financial Times, 12 October 2014

De Cremer, D. (2013) The proactive leader: how to overcome procrastination and be a bold decision-maker. Houndsmill: Palgrave Macmillan. Read interviews by Professor De Cremer about the book in the Business Standard and CBS News.

De Cremer, D. (2012) "Chinese business schools face a crucial but difficult task." Financial Times, 1 October 2012

De Cremer, D. (2012) "Leaders need a lesson in crisis management." Financial Times, 23 January 2012

De Cremer, D. (2011) "Experience needs to be blended with theory." Financial Times, 16 May 2011


Increase your negotiating ability. Learn new skills and techniques.

You will learn from outstanding professors of Cambridge Judge Business School who have acquired significant academic and practitioner based experience from across the globe. This international perspective will be further enhanced by the global nature of the senior peer group attending the programme.

As a result of attending this module, you will have an increased knowledge of negotiating skills and tactics and how they can be applied in a leadership context.

You will be:

  • More confident in dealing with difficult situations where you are being challenged to make compromises
  • Better equipped to recognise different forms of negotiation
  • More experienced as a result of learning from a highly diverse and international peer group
  • Able to exert greater influence and use persuasive techniques to deliver the result you need
  • Prepared to draw on insights that are based on up-to-date research

This programme counts as one course for those completing the Cambridge Judge Business School General Management Certificate of Achievement or Cambridge Judge Business School New Leadership Certificate of Achievement. On completing either the GMCA or NCLA you will be eligible to become an associate member of Cambridge Judge Business School's global network of graduates and business-focused University of Cambridge alumni, faculty and staff.

Who should attend

  • Those with a minimum of five years' professional experience
  • Mid-career professionals - across all kind of industries - who are confronted with the challenge to develop their own leadership profile and thus aspire to grow in their leadership role by articulating a clear vision and values framework that can guide others in their development towards the benefit of the team and organisation
  • Professionals operating at team, divisional, business unit and middle management levels interested in deepening further their insights in the latest thinking and execution of effective leadership approaches and strategies




Faculty & speakers

David De Cremer

David De Cremer

KPMG Professor of Management Studies

PhD (University of Southampton)

View profile

Dates & fees

Dates Duration Fees *
29-30 November 2018 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.

This programme forms part of the Cambridge Judge Business School New Leadership Certificate of Achievement. For participants completing the four programmes required, the overall fee is £8,500 + VAT.

On completing the NCLA you will be eligible to become an associate member of Cambridge Judge Business School's global network of graduates and business-focused University of Cambridge alumni, faculty and staff.

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.

I thought the Leading Negotiations programme was excellent. The additional skills I acquired are very useful for application in the real world. The practical exercises with fellow participants, who came from a diverse range of industries, spread across the four corners of the earth, really helped to reinforce the information and knowledge learnt.
Leroy Samuel, Business Change Manager, FAST Consortium
Leroy Samuel

If you have any questions or would like to have a chat about this programme and how it could benefit you or your organisation, please get in touch with the programme advisor:

Nigel Dawson

Senior Open Programme Advisor
Tel: +44 (0)1223 765496

Connect with Nigel on LinkedIn

Access Nigel's profile

Nigel Dawson

Version 3 (21 March 2017)

Book a place

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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