Negotiation in Practice

About this event

Negotiation in Practice is built around four worked cases drawn from real commercial deals, suitably anonymised, and one international case that ran across three continents and four time zones. Thirty participants spend the day in rotating pairs and threes, with two tutors who have negotiated for a living for thirty years between them. The point is not to teach you the framework, you have read the books, you have run the McKinsey internal courses, you do not need another two-by-two matrix. The point is to put you in front of a counterpart with a printed brief and a clock, and to give you the peer critique afterwards that you cannot get inside your own organisation. The room is capped at thirty and tends to fill from existing alumni first. We publish the casebook only to attendees, and the underlying deals are never named in public.