Negotiating and Influencing Skills for Leaders - Online

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Negotiating and Influencing Skills for Leaders - Online

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Course impact

Become a confident negotiator

Develop must-have influencing and negotiation skills for making deals, building relationships and resolving conflict.

Good for you
Good for your organisation

Learn the latest strategies and frameworks to negotiate and influence successfully.
Experience negotiations with multiple stakeholders in real-life business scenarios.
Create impact back at work with a full toolkit to analyse, plan and manage different types of negotiations.

Develop the skills to predict and influence your counterpart’s behaviour.
Plan negotiations systematically to work from the best possible position and maximise value.
Explore different approaches to conflict resolution - interests, rights, and power, and learn how to manage contentious conversations and bring them back to a more reasonable tone.

"Observing my negotiation style was like an out-of-body experience."

Ravi Bhansali

Managing Director, Rosy Blue N.V.

Read Ravi's story

Right for you

This Negotiating and Influencing Skills for Leaders programme is ideal for managers and leaders who regularly engage in negotiations and need to enhance their influence within and outside their organisations.

Attendees include:

Business Development Managers: who want to enhance their ability to secure new opportunities, close deals effectively, and maximise value.
Consultants: seeking to develop strategies to influence clients and stakeholders for desired outcomes.
Strategic Marketing Professionals: looking to gain insights into negotiating market strategies and driving successful campaigns.
Dispute Resolution Experts: eager to learn advanced methods to manage conflicts and build consensus.
Entrepreneurs: focused on strengthening negotiation skills for securing funding, partnerships, and contracts.
Finance Managers: aspiring to improve negotiations related to investments, acquisitions, and financial agreements.
Managers of Strategic Alliances: wanting to enhance negotiation and influencing skills and maintain beneficial partnerships.
Procurement Officers: striving to develop strategies for negotiating better terms with suppliers and vendors.

17 nationalities

on average per cohort

15 industries

on average per cohort

3+ years

of work experience

Who attends

This course attracts leaders from across the globe, who aim to elevate their negotiation and influencing skills for strategic success and effective leadership.

Nationality
By industry

Negotiating and Influencing Skills for Leaders programme regional distribution map, showing attendee origins by percentage: Europe (29%), Middle East (27%), UK (11%), S/E Asia (9%), Lat Am (8%), Central Asia (7%), Africa (5%), others (2% ea).

_{The data above displays the top nationalities and top 10 industries across a three year average of participants on this programme.}

Course content

Negotiation strategies

Learn the techniques to consistently negotiate with confidence and maximise value

What you learn
You learning experience
How you learn
FAQs

Acquire a systematic framework and greater confidence in the negotiation process.
Be ready for different types of negotiations – look objectively at different negotiations and assess what’s important to you and your counterpart to gain an edge.
Hone and apply your skills – discover and experience evidence-based frameworks, theories and proven techniques to influence and persuade in any situation to achieve successful results
Draw on the insights of Professor Gillian Ku, who has consulted for a number of international companies, including Rabobank, Roche and Oman Oil
Reframe how you see negotiations by understanding the science behind the process and mastering evidence-based approaches under Professor Ku’s supervision
Learn about negotiation process and outcomes, alongside other ambitious leaders from global public and private sectors, through small group discussions and plenary insights
Benefit from Professor Ku’s hands-on approach which will allow you to begin adding value when you return to work immediately

Up to 6 hours of live faculty-led lecture

Join a digital classroom with up to 6 hours of live interaction with our world-class faculty.

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5 weeks

Learn across 5 weeks through a blend of live online and self-directed content.

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Collaborative group exercises

Consolidate your learning, share your reflections and connect with a global peer group.

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Global online peer network

Connect and reinforce your learnings with an exceptional group of peers from around the world.

E-certificate on completion

Build credibility with a London Business School e-certificate on completion.

Certificate in Management

This programme can also be taken as part of the Certificate in Management. Enhance your leadership approach, hone your business skills and curate your own curriculum with a blend of online and in-person learning.

Find out more

Our faculty

Meet the expert

Professor Gillian Ku guides you through an unforgettable learning experience.

Gillian Ku

Professor of Organisational Behaviour; Deputy Dean (Faculty)

Experience

Gillian Ku is a Professor of Organisational Behaviour at London Business School. She received her PhD in Management and Organizations from the Kellogg School of Management. Prior to her doctoral studies, Gillian earned her bachelor’s degree at Harvard University and worked at the Disney Corporation where she was a financial analyst for Disney’s international video distribution division.

Gillian’s internationally-recognised research is in the broad area of negotiations, decision-making, and interpersonal relationships. Specifically, her research has focused on the dynamics of emotionally-charged decision-making and she investigates the decision-making processes involved in negotiations, auction bidding, and auction fever. She also has active research projects on perspective-taking and gender differences in a variety of domains. Gillian’s research has been widely published in the premier outlets of her field, including Journal of Personality and Social Psychology, Journal of Experimental Social Psychology, Organizational Behavior and Human Decision Processes, Research in Organizational Behavior, Personality and Social Psychology Bulletin, and Harvard Business Review. Her research has also garnered international press coverage, including reports on auction behaviour at CNN, Chicago Tribune, The New York Times Magazine, BusinessWeek.com, and The Telegraph.

Gillian’s award-winning teaching focuses on negotiations, decision-making, and leading teams. She teaches on London Business School’s full-time MBA and Executive Education programmes. She has also consulted worldwide for schools (e.g. Indian School of Business and Cyprus International Institute of Management) and organisations (e.g. Diageo, Roche, Oman Oil, Kuwait Petroleum Corporation).

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How to apply

Submit your application through our online application form.

Apply now

Not ready to apply yet? Reserve a place

Fees

The fee for the programme is £3,195.*

We offer a 25% discount for London Business School Alumni and for those who have completed four eligible Certificate in Management or Certificate in Finance programmes.

For more information on what the programme fee covers please speak to our Client Relationship Manager.

*Fees are subject to change.

Attendees with lanyards smiling during a teaching session at London Business School, seated in blue chairs at wooden desks in a lecture hall.

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A programme for every ambition

We work with every kind of leader, from first-time to board level. All our leadership programmes are designed by world-experts to put limitless ambition into action.

Contact us

Whether you are an individual or an organisation/group looking for a programme, get in touch and we can help find the best solution for you.

Sabirul Islam

Client Relationship Manager

Sabirul Islam

+44 (0)20 7000 7092