Negotiation Strategies for Success

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Course Dates

Course Duration


2 months, online
4-6 hours per week

Course Fee


US$1,600 and get US$160 off with a referral

Course Information Flexible payment available
Course Fee

For Your Team

Enrol your team and learn with your peers

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Applications close on 3 June 2023

Apply before 3 June 2023 and avail early bird tuition assistance of USD 100.
Use code NUS100TA while applying.

Free One-Year Access to Emeritus Insights

This programme features 1 year of free Premium Access to Emeritus Insights—a mobile app with 5,000+ bite-sized, business-focused videos to help you meet your daily learning goals on the go.

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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.

Programme Learning Journey

60 Recorded Video Lectures

12 Assignments / Applications

12 Assignments / Applications

6 Real-World Case Studies

3 Role Plays

Programme Modules

  • 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
  • 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
  • Emotional Intelligence

    • Understand what emotional intelligence is and learn how to enhance it


    • Gain a better understanding of empathy and learn how to empathise with your counterpart(s)


    • Understand the dimensions of culture and how to develop strategies for negotiation that are culture-sensitive
  • 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
  • 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
  • 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

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.


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 capacity of Vice Dean, Francesco leads the School's professional development programs for government officials... More info

Programme Testimonials

The best thing about this course are the role plays, which allow to learn things practically, and the case studies that provide real life context to the subjects taught in the course.

— Fulvio Felleti, South East Asia Sales Director, OPEN TEXT

Very well-structured modules and presentations with a lot of keywords to assist learning. The flexible timing allowed to complete the course at my own pace.

— Chin Chia Lim, Deputy General Manager, Fiamma Holdings Berhad, Malasia

Participant Profiles

On your journey to master the art and science of negotiation, you’ll have the opportunity to connect with experienced professionals looking to grow their business strategies and leadership. Past participants come from a wide range of industries, job functions, and management levels from around the world.

Participants by Industries, Functions & Job Titles

Top Industries

  • Banking, Financial Services & Insurance
  • Healthcare
  • Fast-Moving Consumer Goods
  • Industrial Goods
  • IT Services
  • Transport & Logistics

Top Functions

  • Sales & Business Development
  • General Management
  • Finance
  • Accounting & Control
  • Engineering
  • Corporate Strategy

Top Titles

  • CEOs & Other C-Suite Executives
  • Senior-Level Directors
  • Mid-Level Functional Managers
  • Consultants
  • Business Leaders

Participants by Years of Experience



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.

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Emeritus career services

Stepping into a business leadership career requires a variety of job-ready skills. This program guides you in navigating a career path, starting from personalized mentorship sessions while developing your managerial expertise to gain an edge over your peers. These 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

●   Interview guidebooks

●   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.
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Flexible payment options available. Learn more.