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Overview

The two-day Cambridge Negotiations Lab has been designed as an experiential learning environment for one simple reason: you learn to negotiate better principally by "doing it". This is a practical, hands-on workshop structured around three key tensions that exist within most types of negotiations:

  • Creating and distributing value
  • Interests of principals and their agents
  • 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 essence, the management of conflicting (and also shared) interests that lies at the heart of every negotiation. You will leave with a toolkit and experiences that you can use immediately.

Why Cambridge?

Cambridge Judge Business School offers a distinctive approach born out of the University of Cambridge way.

  • Cutting-edge academic research from a business school with 16 research centres. This programme draws on the research and professional experience of Professor Mark de Rond whose fieldwork includes time with war surgeons in Afghanistan, elite sportsmen, stand-up comedians and peace activists in order to understand and study the challenges that arise in trying conditions.
  • The University of Cambridge has always emphasised smaller class sizes for maximum interaction and focused effort between world-class faculty and top quality participants. Cambridge Judge is no exception. This makes your experience here one of unrivalled quality and relevance.
  • Intensity and focus – our programmes may be shorter, we aim to maximise the use of your time - you will likely be stretched as you have never known.
Met my expectations to structure my thinking about negotiations and gain cutting edge concentrated knowledge and work on emotion control.
Marcel Mikoláŝik, Chief Risk Officer, Aegon Life&Pensions Slovakia
Marcel Mikolasik

Topics

  • 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

This interactive workshop offers the opportunity to be reflective whilst putting into practise techniques and approaches for negotiating better outcomes. Theory will frame your experience, and each of the four sessions will be structured around an actual negotiation, ranging from a relatively simple two-party scenarios to vastly more complex multiparty ones. You will be asked to negotiate to advance a set of interests, these negotiations are then carefully debriefed, with particular attention paid to individual issues that arose.

To become a more effective negotiator you need to better understand yourself: What brings you off-balance? What is it you find difficult? How good are you in recognising and managing your own emotions? How do others experience you as a negotiator? Where are you most effective, and why? The negotiations are designed to evoke strong emotions, to test, and to allow for experimentation. We provide a safe environment for you to experiment with different negotiating styles or analytical techniques.

Pre-programme preparation includes reading and consideration of actual negotiations in which you were involved in order to share experiences to maximise your learning outcomes.

I gained a wider range of negotiation experience, which I feel will enhance my confidence when dealing with difficult and challenging situations.
Marc Woolfson, Director, WA Communications
The Cambridge Negotiations Lab

Benefits

  • Better understand your own strengths and weaknesses, as well as those of the people around you.
  • Take away a tool kit that ensures all your negotiations are more effective both in your professional and personal life.
  • Develop the confidence to ensure you approach each scenario prepared and ready to take on any conflict that may arise.
  • Understand how to add value, make better decisions and deliver results.

This programme counts towards the Cambridge Judge Business School General Management Certificate of Achievement. On completing the GMCA 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.

This was a clear multi-party exercise which allowed a lot of opportunity to try different negotiation approaches.
Participant, The Cambridge Negotiations Lab

Who should attend

  • Executives looking to refresh their negotiating skills
  • Those with little or no formal training in negotiations

Participants often join us as they feel that previous negotiations have not been as effective as they would like. This may stem from many reasons from being shy, through to being too assertive and lacking empathy. This workshop is a safe environment to practice these skills and become a more effective negotiator. The programme attracts a wide variety of individuals from different industries, and we do our best to leverage this to maximise the learning experience.

(Data taken from the two Cambridge Negotiations Labs that took place in 2017.)

Faculty & speakers

Mark de Rond

Mark de Rond

Professor of Organisational Ethnography

DPhil (University of Oxford)

View profile

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

Dates & fees

Dates Duration Fees *
12-13 March 2020 2 days £2,500 + VAT
28-29 May 2020 2 days £2,500 + VAT
10-11 September 2020 2 days £2,500 + VAT

VAT is charged at the prevailing rate, which is currently 20%; e.g. £2,500 + 20% = £3,000.

* 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, 277KB) (updated 4 September 2019)
Terms & Conditions for Organisation-funded Applicants (pdf, 295KB) (updated 4 September 2019)

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

Participants are expected to attend the full programme.

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.

FAQs

Who should attend this programme?

Anyone with a genuine interest in becoming a more effective negotiator. Previous students have included novices (or those with relatively little experience and no formal training) and more experienced negotiators. The programme tends to attract a wide variety of individuals from different industries, and we do our best to leverage this variety to maximise the learning experience.

What can I expect when attending this programme?

The Cambridge Negotiations Lab has been designed as an experiential learning environment for one simple reason: you learn to negotiate principally by “doing it”. While there will be some theory to help frame your experience, each of the four sessions is structured around an actual negotiation. These negotiations range from relatively simple two-party scenarios to vastly more complex multiparty ones. For each, you will be asked to take on a role and negotiate as effectively as you can to advance a set of interests. These negotiations are carefully debriefed, with particular attention paid to individual issues that arose during them. 

How can I get the most from the programme?

By allowing yourself to “go with the flow” and immerse yourself lock-stock-and-barrel into the various negotiations. The negotiations are designed to evoke strong emotions, to test, and to allow for experimentation. We provide a safe environment for you to experiment within. To become a more effective negotiator requires one to better understand oneself: What brings you off-balance? What is it you find difficult? How good are you in recognising and managing your own emotions? How do others experience you as a negotiator? Where are you most effective, and why?

How can I best prepare for the programme?

Read the course materials beforehand. Come prepared to discuss actual negotiations in which you were involved. Be prepared to be open with the group about your anxieties and hoped-for learning outcomes. You’ll be surprised how helpful others in the group can be in helping to fine-tune your skills, and vice-versa.

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:

Jasmin Abdel-Moneim

Sales & Business Development Manager
Tel: +44 (0)1223 768071

executive.education@jbs.cam.ac.uk

Jasmin Abdel-Moneim

Version 8 (1 November 2019)

Duration

2 days

Dates

12-13 March 2020
28-29 May 2020
10-11 September 2020

Contact us to find out more about The Cambridge Negotiations Lab.

Contact us

To find out more about our range of open enrolment programmes, download our brochure.

Download the brochure