Home 

Welcome

Tim Cullen, Programme Director of the Oxford Programme on Negotiation

 The Oxford Programme on Negotiation is taught by some of the world’s best negotiators, persuaders and decision-makers. Through interactive lectures and discussions, case-studies, role-play, and informal seminars, our programme teaches you strategies to accomplish objectives within your organisation and to achieve your goals vis-à-vis external protagonists.

Negotiation is crucial in all organisations and in virtually every aspect of life. In essence, negotiating is deciding what to agree on and persuading the other party to agree. In order to decide and persuade, you need to gather the right information and determine what is of highest value and what is of lowest cost to both you and the other side. Often standard approaches fail and innovative thinking is required. Once made, agreements must be implemented and enforced to succeed. These five skills – information-gathering, rational decision-making, persuasion, innovation, and implementation – constitute the negotiator’s tool kit. We also include a session on ethics in negotiation, an element which we believe to be critically important to building trust among negotiators.

This programme, over five days at Saïd Business School, is designed to develop and strategically orchestrate these five skills, and to help you realise your full potential as a negotiator, enabling you effectively to reach agreements and resolve disputes. Past participants have included a rich mix of senior people from the public and private sectors.

Please feel free to contact me directly if you have questions about the programme.