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    The Cambridge Negotiations Lab
    Cambridge Judge Business School

    The Cambridge Negotiations Lab

    Cambridge Judge Business School, Cambridge
    2 daysDuration
    in-personFormat
    EnglishLanguage
    NegotiationsTopic

    Available Cohorts

    Choose your preferred start date

    Jul 9 - Jul 10, 2026
    2 days · in-person · Instructor-Led · Cambridge
    Open
    Sep 10 - Sep 11, 2026
    2 days · in-person · Instructor-Led · Cambridge
    Open
    $5,063

    All-inclusive program fee

    About This Program

    Join an innovative experiential learning environment and learn to negotiate better outcomes. The Cambridge Negotiations Lab is designed to improve your ability to negotiate through a range of different scenarios, from simple 2-party negotiations to complex multi-party situations. This hands-on workshop is deliberately structured around the three key tensions that exist within most negotiations: creating and distributing value, defining the interests of the principals and their agents, and empathising with another’s point of view and asserting your own. Learn how to manage these tensions, whether they involve trade-offs or creatively leveraging differences. Experiment with increasingly challenging scenarios. Respond in the moment, reflect on your performance and receive constructive feedback from those best placed to provide it: the very people you are negotiating “against”. You will leave with greater self-understanding and the confidence and tools to secure better, more effective results.

    Why Cambridge Judge Business School?

    Few business schools can place executive participants inside a working research university ranked among the top five in the world — and fewer still can do it in a city where the density of scientific and technological innovation is matched only by the weight of 800 years of academic tradition. Judge is where rigorous social science meets real organisational problems, and where the networks you build over a week can span a Nobel laureate's laboratory and a Series B founder's office.

    Your Profile

    • executives seeking out best practice to drive their organisation’s negotiating performance
    • those with little or no formal training in negotiations

    Benefits

    • Identify your strengths and weaknesses as a negotiator.
    • Establish what effective (and ineffective) negotiating looks like.
    • Recognise “bad behaviours” in negotiations and how to respond to them.
    • Develop the mindset to approach complex scenarios and the confidence to take on any conflicts.
    • Acquire a tried-and-tested toolkit that you can put to work straight away.
    • Receive a digital certificate of completion from Cambridge Judge Business School Executive Education.
    • Cascade your learning through your team.
    • Improve negotiating competencies for your organisation.
    • Secure better negotiating outcomes for your organisation.

    What You'll Learn

    • Experiment with different negotiation styles and techniques in a safe space.
    • Learn what throws you off-balance in negotiations.
    • Participate in the Salt Harbour negotiation, based on a real-life scenario.
    • Manage conflict by reconciling different interests and objectives.
    • Use anchoring techniques in zero-sum negotiations.
    • Identify zones of possible agreements and walkaway positions.
    • Prepare for a fictional negotiation using a 9-step framework.
    • Simulate the dialogue between a high-tech medical firm and a small family business as they prepare a joint proposal for an international business venture.
    • Analyse the negotiators’ dilemma: learn which strategies to use and when.
    • Identify how to create and distribute value in win-win negotiations.
    • Formulate a strategy for multi-party negotiations.
    • Test new negotiation techniques and approaches.
    • Identify how coalitions influence the negotiation process.
    • Evaluate the changing nature of each party’s best alternative to a negotiated agreement.
    • Learn to balance empathy and assertiveness in multi-party negotiations.
    • Negotiate a particularly difficult scenario: rebuilding the World Trade Center post-9/11.
    • Vary your negotiation style in response to changing situations.

    Frequently Asked Questions

    How to Apply

    1. 1

      Check your eligibility

      Review the entry requirements listed on this page. Most executive programs require 8–15 years of professional experience.

    2. 2

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    3. 3

      Contact the school

      Send a message directly to Cambridge Judge Business School via Gradia to request a brochure or speak with an admissions advisor.

    4. 4

      Prepare your application

      Gather your CV, reference letters, and any required test scores. Many EMBA programs waive standardised tests for senior candidates.

    5. 5

      Submit your application

      Apply directly through Cambridge Judge Business School's official application portal.

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