Negotiation techniques - OXFORD NEGOTIATION SCHOOL


Advanced negotiation techniques

Professor Tim Cullen – Director of the OXFORD NEGOCIATION SCHOOL 

As a marketing manager you constantly negotiate with service providers and within your own organisation.

Tim Cullen will explore two building blocks to successful negotiation: decision-making and persuasion, and go on to lay out a range of strategies to enable all parties to achieve positive results. Five skills -information gathering, rational decision-making, persuasion, innovation, and implementation- constitute the negotiator’s tool kit.

Complex negotiation scenarios which provide a range of competitive and cooperative negotiation strategies will be analysed. This session will help you shape important deals, negotiate in uncertain environments, create more value, and resolve seemingly intractable disputes.


Professor Tim Cullen

Tim Cullen is an Associate Fellow at Saïd Business School and Director of the Oxford Programme on Negotiation which he created in 2003. He co-designed and co-directed the Oxford Programme on Investment Decision-Making in 2004 and has taught negotiation on various other SBS programmes. He was also a member of the Steering Committee for the Oxford Centre for Corporate Reputation and helped design the Centre’s initial executive education offerings. He is a visiting professor at Lingnan (University) College of Sun Yat-sen University (Zhongshan University) in Guangzhou, China. He is an experienced practitioner and teacher on all aspects of negotiation.
Tim is the Chairman of TCA Ltd, a specialist international advisory firm that provides Western companies with guidance for better negotiation outcomes in China and other East Asian countries. He played a key strategic advisory role for the World Commission on Dams, the Commission on Growth and Development, and Business Partners for Development. He worked for 21 years at the World Bank - becoming its Chief Spokesman and Director of Information, and as an advisor to the Asian Development Bank, the United Nations Secretariat and other UN organisations, the Mekong River Commission, and DFID.
Tim has written extensively on issues of development, governance and negotiation, as well as on Yugoslavia and its successor countries. He is also a regular commentator on Shenzhen TV. A Financial Times podcast on negotiation was devoted to an interview with him and he has been interviewed many times by international media.


Other days

21/04/2017 - New pricing strategies: e-commerce versus classic wholesale/retail, by Professor Oded Koenigsberg – LONDON BUSINESS SCHOOL

12/05/2017 - Master Class - Consumer decisions to search and purchase products online, by Professor Paulo Albuquerque - Professor of Marketing at INSEAD


A unique opportunity for Marketing Managers and Marketing Directors to come in contact with captivating experts, renown in the world.

Limited number of participants. Deadline for registration: 30 March 2017.

Participants are awarded a certificate, signed by each of the professors for the session they attended.


Special combi price for 3 days

Non members : € 2.850 (excl.VAT)

Members STIMA, IAB & BDMA: € 2.570 (excl.VAT)



GLOBAL is a unique collaboration regarding a free publication with the world’s best business schools. www.globalbusmag.com



  • DAY 1 - New pricing strategies - 21/04/2017
  • DAY 2 - Consumer decisions to search and purchase products online - 12/05/2017
  • DAY 3 - Advanced negotiation techniques - 19/05/2017

19-05-2017 09:00 tot 19-05-2017 17:30

Hotel Pullman Brussels
Victor Hortaplein 1
1060 - Bruxelles (Belgique)
Pascale Cambie
Directeur STIMA Education pascale.cambie@stima.be 02-234 54 03
€ 890,00 + BTW 21% (Non members)
€ 805,00 + BTW 21% (Members STIMA, IAB & BDMA)