Changing the Game: Negotiation and Competitive Decision Making

Venue: Ambassador Hotel, Addis Ababa, Ethiopia.

Date: 21 - 25 May, 2018.

Fee: $4,500.00


Conference Objective

This conference is designed to benefit middle, upper middle, and senior level managers, who would like to enhance their influence—both internally in their organizations and externally with other organizations and vendors—by improving their negotiation and decision-making skills.
Managers in every functional area of responsibility, in all industry types, will benefit by attending this program. In particular, executives in areas such as marketing, sales, manufacturing, engineering, mergers and acquisitions, purchasing, human resources, strategy, and finance, as well as general managers who have been promoted through these routes, will find this program highly beneficial.

Program Outline

The Psychology of Judgment and Decision Making Processes

  • Framing decisions and assessing uncertainty
  • Seeking information
  • Learning from experience

Beginning with the Toughest: Price Negotiation

  • Negotiating hard with integrity
  • Untangling relationship building and price negotiations
  • Balancing assertiveness and empathy in negotiations

Coalitions, Power, and Fairness

  • Influencing outcomes when lacking might
  • Strategically forming and using coalitions strategically to build power
  • Dealing with divergent fairness concerns within groups and coalitions

Organizational Decision Making

  • Preparing for complex negotiations
  • Managing joint decision making among 20 or more people
  • Getting buy-in from a large group

Influence Techniques and Problem Solving

  • Common influence tactics and defenses
  • Creative problem solving as a negotiation technique
  • Fundamental goals of negotiation

Techniques for Creating Value

  • Multiple-issue contract negotiation
  • Goal of creating value
  • Quantitative tools for improving joint outcomes
  • Tools for uncovering the interests of the negotiation partner

Achieving Goals in a Multiple-issue Negotiation

  • Quantitative preparation technique for measuring interests and tradeoffs
  • Construction of a comprehensive negotiation plan

Action Planning: Putting It All into Practice

  • Developing action plans by assessing individual negotiating and decision-making skills, and developing plans to improve job performance

This conference is designed to improve your ability to conduct negotiations, not only by sharing current knowledge and research, but also by providing opportunities to practice and reflect on your skills.


Programme benefits

  • Understand the strategic, interpersonal and psychological aspects of negotiations
  • Learn important concepts and practical tips gleaned from negotiation research
  • Engage in a variety of negotiation simulations and receive immediate feedback
  • Gain awareness into your own strengths and weaknesses
  • Develop a personal development plan with the guidance of the instructors to aid continuous improvement as a negotiator.

Conference description
The programme will address the strategic, interpersonal, and psychological aspects of negotiation, for example:

  • Distributive and integrative bargaining
  • Power and persuasion
  • Emotions and confrontations
  • Cultural issues
  • Negotiation styles

The practice simulations will cover a range of negotiation scenarios from two-party transactional negotiations to multi-party multi-issue negotiations.

Conference structure
Class time will be used for learning the concepts, engaging in exercises, and obtaining feedback. Participants will also spend some time each evening reflecting on the feedback and preparing for the following day’s negotiations.


A personalised approach
To aid your continuous improvement as a negotiator, we provide the opportunity for you to complete a personal development plan at the end of the conference and receive personalised feedback from the instructors. In the development plan, participants summarise their strengths and weaknesses as a negotiator and, most importantly, create an action plan to continue improving their skills. The instructors will carefully analyse each development plan and provide feedback and guidance to the individual participants.

Course suitability
This executive conference is suitable for:

  • Junior managers wishing to accelerate their career
  • Senior professionals seeking to develop and refine their personal skills
  • World-class negotiators looking to keep in step with current knowledge and research

What's included in the fee?

The fee for this executive conference includes: all LSE tuition, conference materials, daily lunches, coffee breaks, two complimentary networking events with fellow senior participants and full office support. You will also be awarded an LSE certificate of completion at the end of the five days.


ACCOMMODATION: This Conference is non-residential. Participants are to lodge in hotels of their choice near the conference centre. A list of these Hotels will be provided on request.