Turning Good Negotiators into Great Negotiators

Senior executives need exceptional negotiating skills for the highest-profile decisions and for the daily demands of the workplace. This program looks at a range of issues, from multicultural negotiations, to ethical dilemmas in negotiations, to negotiating in deal-making situations.
You will carry out a methodical self-assessment of your negotiating style, identifying your strengths and your potential areas for improvement.

Emerge with the advanced preparation and solid framework to go from a good negotiator to a great one.


  • Learn about the principles of negotiation in different business contexts.
  • Gain a deeper understanding of the dynamics of the negotiation process and improve your ability to negotiate in collaborative and competitive situations.
  • Foster more effective relationships through the ability to analyze counterparts in different cultures and emotional levels.
  • Explore the ethical dilemmas you may face in a negotiation process.
  • Develop a solid framework to succeed in complex negotiation situations.

The “High Performance Negotiator” program will tackle the following topics:

  • The principles of negotiation: Theory and implementation in different business contexts.
  • The negotiation process: How to identify phases and avoid incoherences.
  • Cooperative-competitive tension: Benefits of cooperative negotiation, also known as coopetition.
  • Understand different negotiation styles and use them to your advantage.
  • Benefits of creative and collaborative negotiation.
  • Negotiation deadlocks: Learning how to break the blockade.
  • Negotiation teams: Implications in the negotiation process.
  • Internal negotiation: Avoiding conflict and seeking the common good.
  • Multi-party negotiation: How to manage complexity and control the dynamics of negotiation (deals, leveraged buyouts, mergers or acquisitions, among others)
  • Addressing cultural differences and preparing to negotiate with counterparts from across the world.
  • Understanding how to negotiate in a physical and virtual context – online, on video and face to face.
  • Framework for a personal improvement plan.

Is This Program Right for You?
The “High Performance Negotiator” program has been designed for professionals whose positions require them to negotiate on a regular basis, such as:

  • senior business executives,
  • entrepreneurs,
  • functional managers and counselors,
  • managers of family-owned firms,
  • mediators,
  • investors,
  • public administration officials, and
  • responsibles for managing complex national and multinational negotiations.

The “High Performance Negotiatorprogram uses active methodologies, based on the case method, a cornerstone of learning at IESE, supported by conferences and panels of experts in the field.

It is designed to enable participants to actively apply their learning to the challenges they face in their own complex negotiations.

In order to benefit fully from the course, reading the academic material that will be provided two weeks prior to the start date is essential.

The faculty of the “High Performance Negotiator” program is made up of professionals who are involved not only in teaching but in research and the business world:

Juan Roure | IESE Business School Juan Roure (academic director)
Professor of Entrepreneurship and Negotiation Teaching Unit 
PhD in Engineering Management, Stanford University
BSc in Industrial Engineer, Universitat Politècnica de Catalunya
ISP, Graduate School of Business Administration, Harvard University
Prof. Roure was a Visiting Professor at Stanford University, INSEAD, Harvard Business School and CEIBS (China). He currently sits on the International Advisory Board of IAE (Argentina).
He has led many workshops on strategic reflection with leading corporate management teams to build their strategies and plans to release their entrepreneurial potential. He has worked with the following organizations, among others: CaixaBank, Repsol, Gas Natural, Telefónica, Deutsche Bank, Banco Santander, Techint, C.H., Werfen, Grupo SAR, Grupo DISA, Isolux Corsán, Panreac, Memora and Airbus Military.
He has consulted on and participated in several operations to raise capital and/or sell business ventures. He also started up and directed IESE’s Business Angels and Family Offices Network. He is the President of the Spanish Association of Business Angels Network (AEBAN). He is a member of the Board of Directors of the Catalan Finance Institute and Vallis Capital Partner. He formed part of the European Advisory Board of the Carlyle Group.
Prof. Roure is developing a series of case studies and projects on how a family business can be transformed into an entrepreneurial family. This involves restructuring the governing bodies, family agreements or protocol and the family business strategy, and developing the family office. He is the co-author of an international study on key factors in the creation and development of family offices in which more than 100 entrepreneurial families participated.
Kandarp Mehta | IESE Business School Kandarp Mehta
Senior Lecturer of Entrepreneurship and Negotiation Teaching Unit
PhD in Management, IESE Business School, University of Navarra
Visiting Scholar, DRRC, Kellogg School of Management
Master of Business Administration, K.S. School of Business Management, Gujarat University
He has been has been a visiting scholar at the Dispute Resolution Research Center at Kellogg School of Management. His research has focused on creativity in organizations and negotiations. He frequently works as a consultant with startups on issues related to innovation and creativity. He has conducted several Negotiation and Creativity Workshops for corporate executives and management students in Europe, USA and India. Before coming to Spain, he was at ICFAI Business School in India where he taught corporate finance. He is also actively involved with creative industries.
Guido Stein
Professor of Managing People in Organizations and Negotiation Teaching Unit
Doctor of Philosophy (Management), IESE, University of Navarra
MBA, IESE, University of Navarra
Guido Stein is the Academic Director of IESE’s Executive MBA Program in Madrid. He is partner of Inicia Corporate (M&A and Corporate Finance) and a consultant to owners and management committees of companies.
Prof. Stein is also Member of The International Academy of Management and the International Advisory Board MCC (Budapest) and is a collaborator with People and Strategy JournalCorporate Ownership & ControlHarvard Deusto Business ReviewEuropean Business Review and Expansión.
Author of books in English, German and Spanish, more than 50 business cases, and numerous technical notes. His current research focuses on undesirable turnover in top management, power and taking-charge processes, and negotiation as a management tool.

Admission Process
The program has a four-step admission process:

  1. Participants must complete and submit the online application.
  2. The Executive Education Department will contact the participant by email to acknowledge receipt of the application. It will also provide information about the program dates, sending of prior study materials and the bank details needed to pay tuition.
  3. The participant pays tuition (payment must be made before the start of the course and before prior study materials are sent). This is an essential prerequisite for participating in the program.
  4. Two weeks before the start of the program, participants will receive an email with a username giving them access to IESE’s Virtual Campus, where initial study materials will be available.


(*Pending confirmation for new edition.)

The program fee is tax-exempt and includes academic materials and lunches. It does not include travel or accommodation expenses.

The program requires preparatory coursework, which will be made available three weeks before the start date. Payment is required in order to access this material. Check the cancellation policy below.

Do you know about our corporate agreements and fees for multiple registrations? Feel free to ask us.

Arranging Payment
We accept payments by credit card, check or wire. For more payment information, please reference your invoice.

Cancellation Policy
Cancellations received within 20 days prior to the start of the program are subject to a cancellation fee equivalent to 25% of the program fee. IESE reserves the right to cancel this edition of the program or to change the dates up to 20 days prior to its start. IESE is under no circumstances responsible for travel expenses incurred. Participants should consider travel cancellation coverage in the exceptional event that the program is cancelled or that participants are unable to attend for personal or professional reasons.


New edition dates TBC


IESE Business School
Executive Education
Focused Programs

Barbara Breiter
+49 63 52 78 99 055




  • IESE offers you the opportunity of designing a personalized development plan. With the support of an academic adviser, you will ll select at least four focused programs that address your unique interests and learning objectives. Once completed, you will receive the IESE Executive Education Certificate and become elegible to join IESE’s Alumni Association.

    Contact an adviser – Learn more about our Focused Programs portfolio and the ones that best reflect your development needs.

     Request the Executive Education Certificate – If you have already completed four or more programs and meet the requirements, you can apply for your certificate here.

  • IESE’s Executive Education Certificate offers a series of key benefits:

     Professional guidance with an IESE adviser.

    5% discount on any future focused program.

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    Complete at least four focused programs (in English or Spanish).

    Programs must be completed within three years.

    Programs should amount to a minimum of 13 days of learning. You can view the focused programs calendar here for a list of available programs.


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