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The Cambridge Negotiations Lab

Duration
2 days (Face-to-face)
4 half-day sessions (Live Online)

Dates
8-11 Nov 2022 (Live Online)
12-13 Jan 2023 (Face-to-Face)
20-21 Jul 2023 (Face-to-Face)
21-24 Nov 2023 (Live Online)


Delegate answering a question during the Negotations Lab.

Watch the video

I think most people that come on the programme are well aware that they have not been effective negotiations, that they leave money on the table. Or they come in the programme because they feel somehow they are either too assertive and they lack empathy, and so negotiators often break down before they even get started properly, or more commonly, because people lack assertiveness. And so they have no difficulty understanding what someone else is about, but when it comes to asserting their own position, they can find it very, very difficult to do.

And so part of what we do in the workshop, because it’s a safe environment, is to allow people to experiment with a different sort of language, to allow them to experiment being a little bit more assertive. Because once you give people examples of what they could say or how they could frame an argument, that can actually just tip people over from being quite reserved in negotiations to people being both empathetic but at the same time able to assert their own interests on behalf of themselves or the organisation they’re part of.

Part of what you pick up are some things that you may not have understood about yourself, how you come across as a negotiator. And only by negotiating you learn about yourself, and as you learn about yourself, you can become that much more effective as a negotiator.

So it’s a workshop that allows for lots of reflection, lots of practice. It’s hugely interactive, but it’s enormously rewarding, particularly for people that may come into the group being actually quite reticent, quite shy, quite uncertain, and actually really coming out of the shells over the two days. The skills you pick up are almost universally useful, and it’s something that is so user friendly, that you can put it to work not only at work but back home.

Become a more effective negotiator

The Cambridge Negotiations Lab has been designed as an experiential learning environment for one simple reason: you improve your ability to negotiate by “doing it” and benefiting from feedback by others. This interactive workshop offers the opportunity to be reflective whilst putting into practise techniques and approaches for negotiating better outcomes. The theory will frame your experience, and each of the four sessions will be structured around an actual negotiation, ranging from relatively simple two-party scenarios to vastly more complex multi-party ones.

Negotiators rarely ever receive constructive feedback from those best placed to provide it: the very people they are negotiating “against”. This hands-on workshop is 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, whether these involve tradeoffs or the creative leverage of differences. You will leave with a toolkit and set of experiences that you can use immediately.

Topics

Your learning journey

Module 1: Introduction to negotiation: critical elements of successful
negotiations

  • Manage conflict by reconciling different interests and objectives
  • Use anchoring techniques in zero-sum negotiations
  • Identify zones of possible agreements and walkaway positions.

Module 2: From zero-sum bargaining to win-win

  • Prepare for a negotiation using a 9-step framework
  • Analyse the negotiators’ dilemma in knowing what strategies to use when
  • Identify how to create and distribute value in win-win negotiations.

Module 3: Reconciling tensions and relationships in multi-party negotiations

  • Formulate a strategy to deal with multi-party negotiations
  • Identify how coalitions influence the negotiation process
  • Evaluate the changing nature of each party’s best alternative to a negotiated agreement.

Module 4: Advanced multi-party negotiations: building consensus

  • Manage the balance between empathy and assertiveness in multi-party negotiations
  • Vary your negotiation style in response to changing situations.

Download the Open Programmes brochure for more information on the modules and faculty.

Benefits

  • Understand where you are more, and less, effective as a negotiator
  • Understand what makes for more, and less, effective negotiating
  • Recognise “bad behaviours” in negotiations and how to respond to them
  • Develop the confidence to approach each scenario prepared and ready to take on any conflict that may arise
  • Acquire a tried-and-tested toolkit that you can put to work straight away
  • On completion of the programme, participants will be awarded a digital certificate of completion by Cambridge Judge Business School Executive Education.
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.

Relationships are as fragile as they are valuable. They are key to achieving much of what we want from life and work and curating them requires skills. One such skill is negotiation. Whether contracting actors for a Beyoncé production, securing the release of hostages during a tense standoff, or “simply” resolving conflict at work or home, the skills involved are fairly similar. This “lab” aims to make a difference to whatever matters most to you: more effective deal-making, resolving conflict, or more meaningful, amicable relationships at work or home. You will experiment with increasingly challenging negotiations and receive first-hand feedback. You will leave with more self-understanding, greater self-confidence, and a set of tools you can use right away. All we ask is that you come prepared to roll up your sleeves, to support others as they seek to become more effective negotiators (as they will support you), and to be fully present.
Professor Mark De Rond, Academic Programme Director

Faculty & speakers

Learn from our world-class faculty who bring fresh insights from their leading-edge research into all of our Executive Education programmes.

The Academic Programme Director (APD) for the Cambridge Negotiations Lab programme is Professor Mark de Rond.

Access profiles of the programme’s APD and faculty:

Download the Open Programmes brochure for more information on the modules and faculty.

Programme formats

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Live Online

Our Live Online programmes bring Cambridge to you wherever you are, delivering the best aspects of a face-to-face learning experience here in Cambridge, into your office or home. Using technologies we are all now familiar with, you will take part in breakout groups with real time interaction between your peers and faculty. You will engage in realistic simulations or use software-enabled “sprint” design development. We also introduce guest speakers, live “Cambridge Union”-style debates and panels of experts and practitioners into the class.

Our Live Online programmes take place over a number of half-day sessions, run in the mornings (UK time).

Watch our video to learn more

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Face-to-face

Face-to-face is a traditional, intense classroom learning experience and is all about hands-on interaction. You will be a part of exercises, debates and conversations, engaging directly with our faculty and your peers. Conversations spill over into breaktimes and meals, forming lasting connections. Share your ideas, develop your network and grow professionally, whilst enjoying the historic city of Cambridge.

Who should attend?

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

Important notice on fees

A price increase will go into effect on 1 September 2022 across our programme portfolio. The price of the Cambridge Negotiations Lab face-to-face programme will change from £2,500 + VAT to £2,600 + VAT. The price of the Live Online programme will change from £1,875 + VAT to £1,950 + VAT. All bookings made prior to this date will be honoured at the previously advertised rate.

Cambridge Judge Business School Executive Education appreciates your continued support and business. Should you have any questions or concerns about this increase, we encourage you to reach out to our Team.

Waitlist

Please note that there is a waiting list for the June and September 2022 face-to-face sessions. Please get in touch at [email protected] if you would like to be added to the waiting list in the event of any cancellations.

COVID-19 (Coronavirus) update

Met my expectations to structure my thinking about negotiations, gain cutting-edge concentrated knowledge and work on emotion control.
Marcel Mikoláŝik, Chief Risk Officer, Aegon Life & Pensions Slovakia

Why Cambridge Judge Business School?

Cambridge Judge faculty

All of our programmes are designed and led by an Academic Programme Director, who is a member of Cambridge Judge Business School faculty. They will also deliver substantial portions of that programme.

Leading-edge research

The research conducted by Cambridge Judge Business School’s 19 research centres, across a diverse range of disciplines, flows directly into all of our programmes, bringing new insights to our programme content.

Small group learning

With small class sizes, we continue the Cambridge way of learning that emphasises high levels of interaction with both our world-class faculty and peers.

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Contact us

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

Business Development Director
Open Programmes
Tel: +44 (0)7850 949628

Schedule a call with Jasmin

[email protected]

Access Jasmin's profile

Jasmin Abdel-Moneim

Fees

£2,500 + VAT (Face-to-face)
£1,875 + VAT (Live Online)

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.

Additional information

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

Participants are expected to attend the full programme.

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

For information regarding payment terms, cancellation rights, transfer policies and fees, please see our terms & conditions documents:

Terms & Conditions for Self-funded Applicants (updated 25 August 2021)

Terms & Conditions for Organisation-funded Applicants (updated 25 August 2021)

Version 17 (11 April 2022)