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The Cambridge Negotiations Lab – Live Online

A male delegate smiles at what the speaker is saying.


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.

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.


  • 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.


  • 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 *

16-19 March 2021

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 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.

Please ensure that you have read our Frequently Asked Questions, which provide important additional information about our Live Online programmes.

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

[email protected]

Access Jasmin’s profile

Jasmin Abdel-Moneim

Version 1 (3 December 2020)


Managing Organisations


4 half-day sessions (mornings, UK time)


16-19 March 2021

Book a place

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