SOAS Centre for International Studies and Diplomacy

We all negotiate every day, in market transactions (cars, houses and labour contracts), customer service settings (getting a bill corrected, renewing one’s cell phone contract), and in our personal lives (deciding on a restaurant for dinner, dividing the household chores or negotiating a deviation from the agreed-upon division).  Negotiation is clearly an important life-skill.  In addition, it’s a skill that businesses want their employees to have.  Our one-day interpersonal skills workshops combine concepts from economics, psychology, law, conflict analysis, alternative dispute resolution, decision sciences and many other fields.

The Negotiation Lab teaches the Harvard method of principled negotiation and how to effectively apply it to overcome resistance to positions in a negotiation by bargaining over interests and needs instead. This approach creates more value at the negotiation table for all parties.

Based on the Socratic teaching method and materials developed at Harvard University, our workshops will empower you through simulation-based role-playing exercises to gain the confidence to be an effective negotiator.

  • Learn how to create added value to strengthen your negotiation position rather than just accept what is on offer.
  • Learn how to recognize and understand your own personality traits and tactics as a negotiator and those of your opponent.
  • Learn how to manage the inherent tensions of a negotiation.
  • Learn how to map out the negotiation process.
  • Learn how to deal with cultural differences.
  • Learn to negotiate with different levels of trust.

Our workshops require a minimum of 8 students and can accomodate a maximim of 24.  Participants in the advanced skills workshops must have previously taken the basic skills workshops. 

To date, the Negotiation Lab has taught at the following universities:

  • SOAS, University of London MSc in Global Energy and Climate Policy;                                                                                  MA in Globalization and Multinational Corporations (2015-2017)
  • Lancaster University Management School MBA Program (2012-2014)
  • Kingston University (London) Executive MBA Program in Moscow (2012-2014)
  • University of Kent Business School MBA Program (2008-2013)
  • University of Kent Graduate School (2008-2013)
  • University of Kent Brussels School of International Studies (2008-2009)
  • Canterbury Christ Church University Law School (2009-2011)
  • Canterbury Christ Church University Business School - Centre for Entrepreneurship and Innovation (2012-2013)

Kingston Moscow EMBA Program

Lancaster MBA Program