Business Negotiation Program

The Business Negotiation Program will tackle the following topics:

• The Principles of Business Negotiation: Theory and Implementation in Different Business Contexts
• The Negotiation Process: How to Identify Phases of negotiation and Avoid Incoherencies
• Cooperative-Competitive Tension
• Benefits of Cooperative Negotiation, Also Known
  as Coopetition
• Understanding Different Negotiation Styles and negotiation skills and Using Them to Your Advantage
• Benefits of Creative and Collaborative Negotiation
• Negotiation Deadlocks: Breaking 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.
• Navigating Cultural Differences in the Negotiation Process
• Considerations in Face-to-Face Versus Virtual Contexts
• Framework for a Personal Improvement Plan

This Business Negotiation Program is designed for professionals whose roles require them to negotiate on a regular basis such as senior executives, entrepreneurs, functional managers, investors, mediators and managers in family-owned firms.
Public administration officials and executives who oversee complex national and international negotiations will also find the program highly beneficial.

The faculty of IESE’s Business Negotiation Program is composed of professionals who are involved not only in teaching but also in research and in the business world.

IESE’s Business Negotiation Program leverages a wide range of highly dynamic and interactive teaching methodologies, including group discussions, class lectures, exercises, the case study method and a computer simulation, all aimed to hone your skills as an agent of change. These teaching methods have been strategically combined to foster an optimal learning environment.

The on-site edition takes place on the Madrid campus.

To ensure participants get the most out of the program, they will be asked to prepare the academic materials provided two weeks before the program’s start date.

The admission process entails a three-step process

1. Complete and submit the online application.
2. The Executive Education Department will email you to acknowledge receipt and provide further details on program dates, pre-program academic materials and bank details to submit payment.
3. Proceed with the payment of the program’s fee. This is an essential requisite to access the pre-readings and participate in the program. Two weeks before the start date, participants will receive an email with a user name to access the IESE Virtual Campus and pre-readings.

Fees

• General fee: € 4,200
• Alumni fee: € 3,780
• IESE Alumni Association members: € 3,570
• Executive Education Certificate fee: An additional 5% discount on the general or IESE Alumni Association member fee.

The program fee is tax-exempt. Payment is required before the program begins and includes all academic materials and most meals. Please note that travel and accommodation expenses are not included.

Discounts are available for corporate agreements and multiple registrations from the same company. Space is limited and filled in strict order of reception so early registration is encouraged.

Participants in the on-campus Barcelona edition can benefit from special rates at the following hotels: AC Hotel by Marriott Victoria Suites 4*, Sansi Pedralbes 4*, abba Garden Hotel 4*, Meliá Barcelona Sarriá 5*, Upper Diagonal 4*.

Payment Details
We accept payments by credit card or wire transfer.

Cancellation Policy
Cancellations received within 20 days before the program’s start date are subject to a fee equivalent to 25% of tuition. IESE reserves the right to cancel this edition or modify 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 if they are unable to attend for personal or professional reasons.