MG209: Bargaining and Negotiation: Interests, Information, Strategy and Power

Negotiation is an increasingly important soft-skill used during day-to-day interactions as well as formal negotiations.

Good negotiators are critical for business development - creating long-lasting relationships, increasing value and creating mutually beneficial solutions. Like any other business skill, your ability to perform in negotiations is determined by your formal training and experience.

In this highly interactive course, you will engage with the strategic, psychological, and cultural aspects of negotiations. Through the use of live negotiation simulations, ranging from two-party negotiations to multi-party multi-issue negotiations, you have an opportunity to put into practice effective negotiation strategies based on academic research.

Through rigorous reflection and feedback from peers and faculty you will have a thorough understanding of your own personal negotiation strengths and weaknesses. At the end of the course you will walk away with a personal development plan which can be used for your continuous improvement as a negotiator.

Prerequisites: A university-level introductory course in psychology, sociology, political science or management.

Level: 200 level. Read more information on levels in our FAQs

Fees: Please see Fees and payments

Lectures: 36 hours

Classes: 18 hours

Assessment: Classroom-based negotiation simulations (20%) and an unseen online exam (80%)

Typical credit: 3-4 credits (US) 7.5 ECTS points (EU)

Please note: Assessment is optional but may be required for credit by your home institution. Your home institution will be able to advise how you can meet their credit requirements. For more information on exams and credit, read Teaching and assessment

This course is ideal if you have minimal previous experience in negotiation and have not taken any courses in negotiation before.

If you are employed full-time, you might want to consider our 5-day intensive Executive Education Course in Negotiation where you will have an opportunity to engage with peers with several years of professional experience.

• Practise essential negotiation strategies during two-party transactional and multi-party multi-issue negotiations.
• Understand how culture, emotions and psychological bias impact negotiations
• Develop an understanding of your unique negotiation preferences
• Learn how to build trust, increase your influence and add value for both parties

The design of this course is guided by LSE faculty, as well as industry experts, who will share their experience and in-depth knowledge with you throughout the course.