Duration
2 days (Face-to-face)
4 half-day sessions (Live Online)
Fees
£2,600 + VAT (Face-to-face)
£1,950 + VAT (Live Online)
Dates
20-21 Jul 2023 (Face-to-face) – waitlist
21-24 Nov 2023 (Live Online)
4-5 Jan 2024 (Face-to-face)
11-12 Jul 2024 (Face-to-face)
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.
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 programme is certified by the CPD Certification Service. It may be applicable to individuals who are members of, or are associated with, UK-based professional bodies.
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
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).
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.
Waitlist
Please note that there is a waiting list for the July 2023 face-to-face session. Please get in touch at [email protected] if you would like to be added to the waiting list in the event of any cancellations.
Who should attend?
- Executives looking to refresh their negotiating skills
- Those with little or no formal training in negotiations.
COVID-19 (Coronavirus) update
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 20 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.
Related programmes
Fees
£2,600 + VAT (Face-to-face)
£1,950 + VAT (Live Online)
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.
Contact us
If you have any questions or would like to discuss how this programme 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
Additional information
Registration closes at midday two working days before the programme start date.
Participants are expected to attend the full programme.
For information regarding payment terms, cancellation rights, transfer policies and fees, please see our terms & conditions documents:
Terms & Conditions for Self-funded Applicants (updated January 2023)
Terms & Conditions for Organisation-funded Applicants (updated January 2023)
Version 20.1 (21 March 2023)