Negotiation in Practice
A one-day workshop in Manchester on commercial negotiation, taught from real cases by two senior practitioners, with thirty participants, four live exercises, and structured peer observation throughout.
About the day
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.
What you will leave with
- Four worked negotiations under peer observation, with structured critique
- A printed casebook of the underlying deals, with what actually happened
- A short personal note on the two negotiating habits you most need to change
Leading the day
International commercial negotiator, formerly senior in-house counsel
Tomas Eriksson was senior in-house counsel for two cross-border industrial groups before moving to independent practice. He has led negotiations across more than forty jurisdictions and writes occasionally for the Harvard Negotiation Law Review. He teaches with the kind of dry patience that comes from having sat across the table from people who were trying very hard to take advantage of him.
The schedule
-
09:30
Opening and case one, the supplier renewal
Briefing, paired negotiation, observation, critique.
- 11:30
-
13:00
Lunch
Seated.
-
14:00
Case three, the difficult exit
A negotiation where one side is already past the point of agreement.
-
15:30
Case four, the international deal
Cross-border. Different first languages. Different home jurisdictions.
-
17:00
Closing critique and personal note
Both tutors
Thirty minutes, written, in the room.
Tickets
Early
£380
Early bird
Workshop, casebook, lunch. Released in May.
Standard
£580
Standard
Workshop, casebook, lunch, drinks reception.
Patron
£780
Patron
All of the above plus a one-hour private follow-up with a tutor in the four weeks after.
Register
How to book
Booking is at the register form above. Payment is taken in full at the time of registration. The venue is The Whitworth, University of Manchester, Oxford Road, Manchester. If you have a question that needs a conversation rather than a thread, send us a sentence on the contact page and we will reply the same working day.