Programme overview

'Discover and strengthen your personal negotiation style'

Negotiation is a core skill that senior managers use in everyday business life. The outcomes of negotiations have a lasting impact on organisational practices, performance and culture. Yet, we often negotiate without adequate preparation. We also negotiate without realising that we are in fact doing so.

This can result in sub-optimal outcomes and poor relationships.

The Negotiating and Influencing Skills for Senior Managers programme uniquely helps you understand yourself as a negotiator – understanding your own style and how to play to your strengths. By focusing on you as an individual the programme emphasis is placed upon skill development and understanding personal style through coaching and practice in negotiation simulations. During your intensive 5 days on the programme we will cover theories and strategies to analyse, plan and manage for negotiations, frameworks to incorporate a range of situations and use the latest research and theory to further highlight and develop concepts.

This programme will strengthen and enhance your personal negotiation style, skill set and knowledge required to deliver effective negotiation outcomes.


The Negotiating and Influencing Skills for Senior Managers programme will provide you with a bespoke negotiation framework that works for you. Our world-leading faculty and guest speakers provide you with proven negotiation strategies, the latest research and one to one coaching sessions which allow you to discover and strengthen your personal negotiation style. These core elements combined with a truly diverse, international peer learning experience enable you to formulate strategies and a personal action plan that fit your style and the specific negotiation environments in which you operate.

The Learning Experience

During the programme we provide you with skills for preparing for negotiations, analytical approaches to predict opponent behaviour and to practice tried and tested tactics for creating and claiming value using negotiation simulations. The simulations will also supplement the coaching sessions in the evaluation of your core styles, strengths and weakness.

The programme uses underlying theory and the latest research to further highlight and develop concepts in the broad area of negotiation and conflict resolution including the behavioural aspects of decision making and negotiations. The programme will also cover strategies to analyse and plan for negotiations, tactics to manage the negotiation process and frameworks to incorporate a range of situations.

Target audience

This programme is designed for -

  • Senior managers in key decision making roles who need to influence important constituencies, both inside and outside the organisation.
  • This means that the class will comprise of participants actively engaged in key activities, such as:
    - Business development
    - Sales
    - Consulting
    - Dispute resolution and consensus building
    - Entrepreneurship
    - Finance
    - Managing strategic alliances and business partnerships
    - Purchasing

The programme is not suitable for negotiation specialists who participate in very high-level content focused negotiations as their key role, e.g., Mergers and Acquisitions specialists.

Program taught in:

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This course is Campus based
Start Date
Aug 2019
6 days
5,450 GBP
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