Área Internacional y de Intercambios Estudiantiles
Área Internacional y de Intercambios

Becas Santander Women | Emerging Leaders - LSE

The programme is designed to unlock the potential of the new emerging generation of women leaders with the training, tools and skills needed to advance and succeed in leadership positions.

The students, women with between 5 and 12 years of professional experience in any field, will enjoy outstanding LSE learning content and networking opportunities with other participants across the globe. 

Programme Dates: 6th October 2021 - 23rd November 2021

Duration of the programme: 7 weeks
Benefits included: Tuition fees, courses.
Number of scholarships offered: 125

Programme Objectives

This seven-week course equips emerging female leaders with the theoretical frameworks, expert insights and practical negotiation techniques. If you get to participate, you will:

Gain a toolkit of tried and tested techniques you can use in any negotiation, and the confidence to use them effectively.
Understand and enhance your personal negotiation style, learning how to analyse, plan and manage negotiations successfully.
Explore strategies to resolve conflict during a negotiation and strengthen business relationships.
Explore the impact of subconscious bias, culture and nonverbal communication in a negotiation.
A personal development plan to capture learning, feedback and skills gained throughout the course.

Key Benefits

The programme is a unique opportunity to come together with a diverse community of women from around the world to immerse yourself in a seven-week, modularised online learning and development programme focused on the development of negotiation skills as part of your leadership journey.

Programme Format

This seven-week intensive leadership development programme is broken down into seven asynchronous modules. Each module is released weekly, allowing a flexible but structured approach to learning.

Students will be supported as they engage in individual activities and multi-party discussions. Students will commit 7-10 hours per week. The programme will commence on 6th October 2021 and end on 23rd November 2021. Note: live online negotiation sessions form a key component of this course, providing the opportunity to apply the theory you will learn and gain feedback. These last between 90 minutes and 2 hours.


This orientation module will be specifically designed for this Programme by Professor Connson Locke and Dr Karin King.

Module 1: Essential concepts of negotiation

Discover the fundamental concepts associated with distributive (aka win-lose) negotiation, and familiarise yourself with theories such as target point, reservation point, BATNA (best alternative to a negotiated agreement), and biases, and how you can use these to enhance your business impact.

Module 2: Negotiation strategies

Focusing on negotiation strategy, you’ll explore integrative negotiation, and other strategies that can be used to create and maximise shared value. You’ll learn to use practices such as packaging and unbundling issues, and will engage in a live one-on-one negotiation

Module 3: Principled negotiation

Identify different styles of negotiation and discover how you negotiate and what specific style you use. Using this knowledge, you’ll learn to use different styles of negotiation, and to tailor your negotiation style to achieve results in a negotiation. You’ll also learn about the positions, principles and people problems associated with principles of negotiation.

Module 4: Creativity and emotions in negotiation

Explore the roles of creativity, emotions, and mood in negotiation, as you participate in a live multi-party negotiation. Reflecting on feedback from your live negotiation, and reviewing the performance of your peers, you’ll optimise your negotiation abilities with diverse and expert insights. You’ll also learn how to plan and prepare for a negotiation for maximum impact.

Module 5: Culture, power, and influence in negotiation

Discover the effects of cross-cultural differences and power in a negotiation scenario, and learn how to use non-verbal communication, principles of persuasion and influence tactics to affect the outcome of a negotiation. You’ll use these techniques, and the knowledge you’ve already developed, to practice a live salary negotiation, and to take part in other forms of written, recorded or practical negotiations.

Module 6: The future of negotiation

Exploring future trends of negotiation, you’ll prepare for the future of negotiation in an increasingly digital and interconnected global economy. You’ll also explore the importance of communication channels, lie detection and ethical negotiation. At the end of this module, you’ll submit your personal development plan – crafted over the duration of the programme, with diverse and expert feedback – for final review.

Selection criteria

  • Between 5 and 12 years of work experience.
  • Participants must be nationals or residents of the following countries: Argentina, Brazil, Chile, Colombia, Germany, Mexico, Peru, Poland, Portugal, Spain, UK, United States, Uruguay.
  • English level: Fluency in English equivalent to C1 or higher

Applications and more information

Application Deadline: 16th of June, 2021