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The Cambridge Negotiations Lab – Live Online

A male delegate smiles at what the speaker is saying.


The Cambridge Negotiations Lab – Live Online has been designed as an experiential learning environment for one simple reason: you learn to negotiate better by “doing it”.

Negotiations have always been a complex blend of competing business objectives, multiple agendas and interpersonal dynamics. A nuanced skill at any time, this is made more challenging in a world of remote working.

Originally developed as a face-to-face programme, this Live Online update has been designed to reflect the realities of negotiations in a remote-working environment. This is a hands-on workshop, where you will gain practical experience of different negotiation styles and techniques through live experience and role-play. The programme is structured around four key modules, where you will take part in different negotiation exercises on the following themes, to help cement your learning:

  • Critical elements of successful negotiations
  • Zero-sum bargaining and win-win negotiating
  • Reconciling tensions and relationships in multi-party negotiations
  • Building consensus in multi-party negotiations.

As well as learning more about yourself, and yourself as a negotiator, you will leave the programme with a toolkit that you can use immediately in your day-to-day negotiations.

Our Live Online programmes offer the same quality and academic rigour associated with all Cambridge education:

  • Delivered by Cambridge Judge Business School’s world-class faculty – Cambridge Judge is a strong research-oriented business school with 19 research centres. All programmes are designed and led by an Academic Programme Director who is a member of Cambridge Judge faculty.
  • Drawing upon the strengths and resources of the wider University of Cambridge and the Cambridge ecosystem, including accessing global alumni and specialists as guest speakers
  • Small class sizes (maximum 30) and high levels of interaction with world-class faculty.
  • Emphasis on quality outcomes – we seek to monitor our delivery against the individual needs of participants. It is no accident that a little over half of our open programme participants come back to Cambridge Judge at least once, often multiple times.


Introduction to negotiation: critical elements of successful negotiations
In this module, you will take part in the Salt Harbour negotiation, where you will simulate a real-life negotiation between Starbucks and a small bed and breakfast in Cape Cod. This exercise will allow you to experiment with different negotiation styles and analytical techniques in a safe space. You will learn what throws you off-balance in negotiations, what you find difficult and where you are most effective. You will also learn how others experience you as a negotiator, and how to manage conflict in negotiations by reconciling different interests and objectives.

From zero-sum bargaining to win-win negotiating
This module expands your negotiations toolkit with a nine-step framework before taking part in a fictional negotiation, simulating the dialogue between a high-tech medical company and a small family-run distribution company, as they prepare a joint proposal for an international business venture. This will help you understand how to add value, make better decisions and deliver results by understanding what strategies to use and when in bilateral negotiations.

Reconciling tensions and relationships in multi-party negotiations
In this module, we take you further as you take part in a multi-party negotiation. This simulates the conversation between multiple parties interested in the building and operations of a new deep-water port. You will aim to seek a negotiated agreement to ensure unanimous support for the proposal. Here, you will have the opportunity to formulate a strategy for multi-party negotiations, and to test new negotiation techniques and approaches.

Advanced multi-party negotiations: building consensus
The final module on the programme focuses on balancing empathy and assertiveness in negotiations. You will use the scenario of rebuilding the World Trade Center as a means of reflecting on your skills at recognising and managing emotions. In this scenario, you will learn how to adapt your negotiation style in response to changing situations, and how to manage the delicate balance between empathy and assertiveness in multi-party negotiations.


  • 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.
Icon: Executive Education Certificates of Achievement.

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.

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.

Faculty & speakers

Mark de Rond

Professor of Organisational Ethnography

DPhil (University of Oxford)

Dates & fees



Fees *

8-11 November 2022

4 half-day sessions (mornings, UK time)

£1,875 + VAT

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 25 August 2021)
Terms & Conditions for Organisation-funded Applicants (pdf, 295KB) (updated 25 August 2021)

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

Participants are expected to attend the full programme.

Please ensure that you have read our Frequently Asked Questions, which provide important additional information about our face-to-face and Live Online programmes, in particular during the COVID-19 pandemic.

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
Open Programmes
Tel: +44 (0)7850 949628

Schedule a call with Jasmin

[email protected]

Access Jasmin's profile

Jasmin Abdel-Moneim

Version 1.3 (7 May 2021)


Managing Organisations


4 half-day sessions (mornings, UK time)


8-11 November 2022

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