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The Cambridge Negotiations Lab

Overview

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.

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
The Cambridge Negotiations Lab

Benefits

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.

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

Mark de Rond

Professor of Organisational Ethnography

DPhil (University of Oxford)

View profile

Dates & fees

Dates Duration Fees *
21-22 September 2017 2 days £2,300 + VAT
15-16 March 2018 2 days £2,300 + VAT
20-21 September 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.

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

Nigel Dawson

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

execopeninfo@jbs.cam.ac.uk

Connect with Nigel on LinkedIn

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Nigel Dawson

Version 3.1 (11 July 2017)

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