Negotiation Strategies for Success
Learn strategic negotiation and influence from Professor Francesco Mancini, Vice Dean, NUS Lee Kuan Yew School Executive Education, with AI-enabled decision-making insights.
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Programme Overview
The Negotiation Strategies for Success programme from the Lee Kuan Yew School of Public Policy Executive Education, National University of Singapore combines proven negotiation frameworks with practical applications in executive stakeholder management, multi-party negotiations, behavioural psychology and AI-enabled decision-making. Through engaging videos, role plays, real-world case studies and expert-led masterclasses, participants will develop the confidence and skills to influence effectively, create value and negotiate successfully across diverse professional contexts.
30–50%
3–7%
75%
Programme Highlights
12 hands-on assignments and applications designed to reinforce learning through realworld practice.
60+ pre-recorded video lectures from NUS faculty for flexible, self-paced learning.
3 immersive role plays simulating real-world negotiation scenarios to build confidence, sharpen negotiation tactics and strengthen decision-making.
4 Live masterclasses delivered by distinguished industry experts on executive stakeholder management, multi-party negotiations, behavioural psychology and AI-driven negotiation.
Industry-recognised Digital Certificate from the Lee Kuan Yew School of Public Policy Executive Education, National University of Singapore, awarded upon successful completion.
6 Real-World Case Studies
Build strong foundations in negotiation, including negotiation strategy, influence, persuasion, conflict resolution, stakeholder management, cross-cultural negotiations and ethical decision-making.
Note: -The programme highlights mentioned above are subject to change based on faculty/industry experts' availability and the programme's desired outcomes.
-This programme is primarily self-paced online with some live sessions conducted by industry experts. The availability of post-session video recordings is at the discretion of the faculty members and Emeritus or the institute cannot guarantee their availability. We have a curated panel of distinguished industry practitioners who will conduct weekly live doubt-clearing sessions.
-Assignments will be graded by industry practitioners who are available to support participants in their learning journey and/or by the Emeritus grading team. The final number of quizzes, assignments and discussions will be confirmed closer to the start of the programme.
Become an Effective Negotiator
This programme from the Lee Kuan Yew School of Public Policy Executive Education, National University of Singapore offers a unique approach to negotiation. Through a blend of videos, role plays, and exercises, you will learn to empathise with and influence your counterparts, and ideate innovative solutions. You will explore negotiation methods and practices that enhance your creative thinking and contextual analysis capabilities, ultimately improving your ability to negotiate in virtually any situation.
Note:
The programme highlights mentioned above are subject to change based on faculty availability and the desired outcomes of the programme.
*This programme is primarily self-paced online with some live sessions conducted by programme faculty. The availability of post-session video recordings is at the discretion of the faculty members, and Emeritus or the institute cannot guarantee their availability. We have a curated panel of distinguished industry practitioners who will conduct weekly live doubt-clearing sessions.
**Assignments will be graded by industry practitioners who are available to support participants in their learning journey, and/or by the Emeritus grading team. The final number of quizzes, assignments, and discussions will be confirmed closer to the start of the programme.
Who Is This Programme For?
Mid-to Senior-Level Executives in Business Development looking to grow in their role, impact business while maximising opportunities and rewards for themselves.
Mid-Level Functional Managers seeking to drive cross-functional teams toward a common company goal.
Consultants who want to deliver impact by convincing a tough audience.
C-suite/Directors aiming to influence action, negotiate the best deals with partners, vendors, and regulators, and convince top talent to join the team.
What Will This Programme Do For You?
At the end of this programme, you will be able to:
Develop culture-sensitive solutions for negotiation.
Adapt tactics and strategies for every stage of negotiation.
Analyse how negotiation can be used effectively in multiple settings and situations.
Gain power and wield influence through successful negotiations in your professional and personal life.
Apply negotiation frameworks and behavioural insights to effectively handle complex real-world negotiation scenarios.
Programme Modules
Module 1: Why Negotiate
Importance of Negotiation
Learn what negotiation is and why it is important
Discover what negotiation skills can do for you
The Many Uses of Negotiation
Learn how negotiation can help you to get a better deal, manage a conflict, improve a relationship, get a promotion, save money, complete a project and more
Culture-sensitive Negotiation
Explore cultural assumptions of interest-based negotiation and Westernstyle versus Asian-style negotiation
Avoiding Negotiation
Examine the costs of negotiating versus not negotiating as well as related social norms and dominance
Module 2: Gain Power
Strengthen Your Position
Understand and appreciate the power of preparation
Develop your Best Alternative to a Negotiated Agreement (BATNA)
Build Trust
Learn how to build trust
Module 3: Understand the Other
Emotional Intelligence
Understand what emotional intelligence is and learn how to enhance it
Empathy
Gain a better understanding of empathy and learn how to empathise with your counterpart(s)
Culture
Understand the dimensions of culture and how to develop strategies for negotiation that are culture-sensitive
Module 4: Learn to Influence
Listening and Questioning
Learn the art of skilled listening and asking questions to influence the other side
Non-verbal Communication
Learn to influence without using language (facial expressions, eyes, body language, posture, and dress code, for example)
Learn to use "hidden and non-obvious" elements, such as scheduling and settings, to shape the results of your negotiation
Use Digital Tech to Influence
Learn to use digital methods like social media and email to influence, create negotiation opportunities, and enhance your influence
Module 5: Carry Out a Negotiation
Pre-negotiation
Learn how to create the conditions for successful negotiation
Opening and Stating Positions
Learn how to start a negotiation
Strategies and Tactics for Negotiation
Learn how to cluster or separate issues and have a "one-go" or a "step-by-step" solution
Learn how to create a sense of urgency and other strategies to reach a positive outcome
Module 6: Bring Home the Deal
Measure Success
Learn how to know when it is safe to agree to a deal
Walk Away
Learn when to walk away and avoid a bad deal, and how to heal a troubled deal
Ethical Questions
Understand and deal with ethical dilemmas
Understand honesty versus deceptions, such as misrepresentation and lying, "dirty tricks," and manipulation
Note:
*This programme is primarily self-paced online with some live sessions conducted by programme faculty. The availability of post-session video recordings is at the discretion of the faculty members, and Emeritus or the institute cannot guarantee their availability. We have a curated panel of distinguished industry practitioners who will conduct weekly live doubt-clearing sessions.
**Assignments will be graded by industry practitioners who are available to support participants in their learning journey, and/or by the Emeritus grading team. The final number of quizzes, assignments, and discussions will be confirmed closer to the start of the programme.
Masterclass
Executive Stakeholder Management and Boardroom Negotiations
Negotiating with senior leadership and managing power asymmetry
Negotiating for budgets, resources, and strategic initiatives
Building stakeholder alignment across functions
Influencing decisions without formal authority
Multi-Party Negotiation and Conflict Resolution
Managing multi-party and cross-functional negotiations
Understanding conflict styles and resolving deadlocks
Crisis Negotiation: Negotiating under pressure with competing stakeholder interests
Managing post-negotiation relationships for long-term success
Behavioral Psychology and Neuroscience of Negotiation
Cognitive biases that impact negotiation outcomes
Building trust and influencing decision-making
Emotional intelligence in negotiations
Applying behavioral science for persuasive communication
Negotiating in the Age of AI and Data-Driven Decision Making
AI-powered negotiation preparation and research
Leveraging data and analytics to strengthen bargaining positions
Human judgment vs. AI recommendations in decision-making
Negotiation simulations and role-play exercises
Simulation debrief
Disclaimer: Masterclass sessions are subject to change as per faculty discretion
Faculty
Francesco Mancini
Vice Dean (Executive Education) and Associate Professor in Practice Lee Kuan Yew School of Public Policy
Francesco Mancini is Vice Dean (Executive Education) and Associate Professor in Practice at the Lee Kuan Yew School of Public Policy, National University of Singapore. In his ...
Note: Programme Faculty for the live sessions might change due to unavoidable circumstances, and revised details will be shared closer to the programme start date.
Programme Testimonials
Past participants of Emeritus work at
Role Play
Moving Beyond Theory: Skills Practice Opportunities
Senior executives rarely fail to negotiate effectively because they lack frameworks; they fail because real-world variables such as emotion, hidden agendas, and shifting power dynamics disrupt their plan. To bridge this gap, our Negotiation Skills for Success programme includes three structured, scenario-based simulations.
We have intentionally designed these sessions to move past standard classroom role-play. Instead, they act as rigorous, peer-to-peer simulations modelled on complex commercial realities, such as power dynamics, foul play and challenging behaviour.
Why Applied Practice Matters for Senior Leaders:
Risk-Free Strategic Testing - Test counterintuitive tactics or aggressive positions in a controlled environment to see exactly how counterparties respond.
Objective Peer Benchmarking - Negotiate against fellow senior professionals to assess how your style holds up against different leadership archetypes.
Behavioural Analysis - Receive immediate, actionable analytical feedback on your blind spots, concession management, and verbal framing.
By converting strategy into live behavioural practice, you ensure that your next high-stakes boardroom discussion is not the first time you are testing your approach.
Case Study
The Yom Kippur War
Fought between Israel and a coalition of Arab countries led by Egypt and Syria on the Jewish holy day of Yom Kippur, the faculty explains how the Jimmy Carter administration negotiated a peace agreement
The Cuban Missile Crisis
Soviet nuclear missiles in Cuba targeting the US; the faculty explains how the resolution was made
The Oslo Accords
A pair of agreements between Israel and the Palestine Liberation Organisation; the faculty shares the secret meetings that took place and the role negotiators played
Negotiation with a Russian Hacker Group
Explains steps to negotiate with hackers through a real case told by Moty Cristal, of negotiations with a Russian hacker group
War in a West African country
People’s lives and livelihoods were impacted due to long-standing conflict, a lack of trust between parties and negotiators; the faculty explains the role of building trust, empathy and dealing with liars (someone who is hesitant to give complete information)
A walk in the woods
The disarmament negotiation between the US and the Soviet Union, a walk in the woods of Geneva that led to the 1987 Intermediate-Range Nuclear Forces Treaty
Certificate
Upon successful completion of the programme, participants will be awarded a digital Certificate of Completion by the Lee Kuan Yew School of Public Policy Executive Education, National University of Singapore.
Note:
All certificate images are for illustrative purposes only and may be subject to change at the discretion of the National University of Singapore.
*Emeritus or the institute does not guarantee availability of any live faculty session recordings.
Emeritus Career Services
Stepping into a business leadership career requires a variety of job-ready skills. Below given services are provided by Emeritus, our learning collaborator for this program. The primary goal is to give you the skills needed to succeed in your career; however, job placement is not guaranteed.
Emeritus provides the following career preparation services:
Resume building videos
Interview preparation videos
Linkedln profile building videos
Glossary of resume templates
The Learning Experience
What is it like to learn with the learning collaborator, Emeritus? More than 300,000 professionals globally, across 200 countries, have chosen to advance their skills with Emeritus and its educational learning partners. In fact, 90 percent of the respondents of a recent survey across all our programs said that their learning outcomes were met or exceeded. All the contents of the course would be made available to students at the commencement of the course. However, to ensure the program delivers the desired learning outcomes, the students may appoint Emeritus to manage the delivery of the program in a cohort-based manner during the course period the cost of which is already included in the overall Course fee of the course. A dedicated program support team is available 7 days a week to answer questions about the learning platform, technical issues, or anything else that may affect your learning experience.
FAQs
What is the focus of the Negotiation Strategies for Success programme?
This negotiation course equips participants with strategies to strengthen their negotiation abilities. It focuses on enhancing key negotiation skills, including cultural sensitivity, emotional intelligence, influencing techniques, and conflict resolution, while addressing ethical dilemmas for advanced negotiation practices.
Who should enrol in this negotiation program?
Ideal for mid-to-senior-level managers, C-suite executives, consultants, and professionals across industries, this programme caters to individuals seeking to master theart of negotiation and enhance their leadership through impactful negotiation executive education.
What topics are covered in the curriculum?
The curriculum includes pre-negotiation strategies, creating trust, emotional intelligence, influencing through non-verbal communication, and leveraging digital tools for negotiation. Modules also explore cultural sensitivity and advanced tactics for successful deal-making.
How does this programme compare to other online negotiation courses?
Unlike general leadership or business courses, this programme focuses exclusively on the nuances of negotiation. Role plays, case studies and modules on digital communication distinguish it as a tailored solution for professionals who aim to master negotiation techniques.
How are classes conducted?
The programme combines 60+ pre-recorded video lectures with live interactive sessions. Participants engage in role plays, real-world case studies, and graded assignments for a hands-on learning experience.
What tools and techniques will participants gain?
Participants will develop their Best Alternative to a Negotiated Agreement (BATNA), learn influencing strategies through emotional intelligence and cultural adaptation, and gain proficiency in digital communication for negotiations.
What is the weekly time commitment?
The programme requires 4–6 hours per week over two months, making it an accessible online negotiation course for professionals with busy schedules.
Are flexible payment options available?
Yes, the programme offers flexible payment plans and early enrolment discounts. The programme fee is US$1,700, with group pricing available for organisations.
Are there networking opportunities during the course?
Participants can connect with peers, faculty, and industry experts through live sessions, role plays, and discussion boards, fostering collaboration across IT, healthcare, and logistics industries.
What are the admission requirements for this negotiation program?
Open to all professionals, this course welcomes individuals with diverse backgrounds. Whether new to negotiations or seeking advanced negotiation skills, the programme caters to varied experience levels.
How long will participants retain access to the learning materials?
Learners will have access to course resources and live session recordings for a specified period post-programme completion, ensuring opportunities for review and refinement.
What makes this programme unique?
Offered by the Lee Kuan Yew School of Public Policy, this course integrates role plays, real-world case studies, and modern digital negotiation strategies. The focus on cultural intelligence and ethical decision-making ensures well-rounded learning.
What certification will I receive upon completion?
Participants will earn a verified digital certificate from the Lee Kuan Yew School of Public Policy Executive Education, showcasing their mastery of negotiation strategies.
Can this programme help advance my career?
The programme equips participants with negotiation techniques critical for leadership, business development, and collaborative success. It’s an asset for roles requiring frequent collaboration, conflict resolution, and strategic decision-making.
Early registrations are encouraged. Seats fill up quickly!
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