July 13th & 14th 2006,
Lancaster University Management School
Everything is negotiable! Or at least we encounter negotiated situations everyday. In fact,
every time we do something which involves someone else, the relationship and activity is
negotiated. As a team leader, consultant or analyst, project success depends on negotiating
project objectives, analysis and deliverables with the various stakeholders involved. Whether
signing a contract, agreeing a sale price, buying services, discussing project scope, determining
your workload, or resolving a conflict, we rely upon the effectiveness of our negotiation skills.
Good negotiation involves:
• Understanding your position and objectives;
• Accurately assessing the interests of the other parties; and
• Developing effective communication and trust to create win-win situations.
This is a practical course aimed at developing those skills. The course involves an experiential-
learning game played between three organisations. As part of a negotiation team, you will be
required to prepare a negotiation strategy and negotiate face-to-face with the other
organisations to achieve a mutually successful outcome.
The course teaches the theory and practical skills for a successful negotiation. The training
includes formal lecturing on negotiation and bargaining; game playing amongst competing teams;
observed face-to-face negotiation practice; as well as team based tutoring and feedback.
Delegates will learn to:
• Understand and prepare a negotiation strategy;
• Create value through novel solutions;
• Signal their position and bargain a way forward;
• Negotiate “face-to-face;” and
• Learn how to achieve the “win-win.”
Who should attend?
The course is aimed at analysts, consultants, team leaders and project managers wishing to
develop their negotiation skills. The skills developed are highly transferable across all
negotiation arenas, as well as acting as a valuable transferable skill for analysts who interface
with project clients and stakeholders. The course will be limited to a maximum of 9 trainees.
Mark Westcombe and Adam Hindle
Lancaster University Management School
Course fee: £850 + VAT*
Early booking: £695 + VAT*
To discuss course bookings please contact: Christine Fletcher
Tel. 01524 593867 Email. email@example.com
To discuss the training course please contact: Mark Westcombe
Tel. 01524 592946 Email: firstname.lastname@example.org
NOTE: Course booking deadline is June 14th. Please contact us to enquire regarding bookings
after this date. The early booking fee is valid for firm bookings received prior to May 14th.
Booking form: 2 Full Day Lancord Negotiation Skills Course – July 13th & 14th, 2006
To book your place, please complete the form below and send to:
Christine Fletcher, Lancaster University Management School. Lancaster University, Lancaster, LA1 4YX
Tel. 01524 593867 Fax: 01524 844885 Email. email@example.com
Name Address 1
Organisation Address 2
Contact Tel. Address 3
Special dietary/physical requirements?...................................................................................................
Please reserve me a place on the Lancord Negotiation Skills course July 13-14, 2006. Please invoice me for the total
amount due including VAT. I agree to and accept the terms and conditions set out below.
1. The full fee is payable at the time of booking. Lancaster University reserves the right to withhold joining instructions pending
receipt of full payment.
2. Course fees include tuition, course notes and/or text, lunch, and tea/coffee in mid-morning and mid-afternoon breaks. Bed,
breakfast and evening meals are NOT included.
3. If a booking is cancelled more than one calendar month before the course date, any fees paid will be refunded, though an
administration charge of £20 may be made. If a booking is cancelled one month or less prior to the course, there is no entitlement
to any refund or reduction of fees. Delegate substitutions from the same organisation may be made at any time without charge.
4. If it becomes necessary for Lancaster University to cancel a course, any fees paid will be refunded in full. In such a case, Lancaster
University’s liability shall be limited to the refund of fees.
5. Delegates attend Lancaster University courses at their own risk. Lancaster University accepts no liability for any loss, theft,
damage or injury suffered by any delegate.
* VAT must be added at the rate currently in force at the time of booking. (At the time of going to press, the rate of VAT was 17.5%).
‘LANCORD’ – the Management Science Department within the 6*- rated Lancaster University
Management School, see: www.lums.lancs.ac.uk/Departments/ManSci/ProfServices/lancord/