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.
  • Forge long-term relationships by learning how to reconcile different cultural backgrounds and emotional responses.
  • Boost your ability to navigate ethical dilemmas during 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 Incoherencies
  • Cooperative-Competitive Tension
  • Benefits of Cooperative Negotiation, Also Known
    as Coopetition
  • Understanding Different Negotiation Styles 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

Is This Program Right for You?
The “High-Performance Negotiatorprogram 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 multinational negotiations will also find the program highly beneficial.

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
Kandarp Mehta | IESE Business School Kandarp Mehta
Senior Lecturer of Entrepreneurship and Negotiation Teaching Unit
PhD in Management, IESE Business School, University of Navarra
MBA, K.S. School of Business Management, Gujarat University
Guido Stein
Professor of Managing People in Organizations and Director of the Negotiation Teaching Unit
Doctor of Philosophy in Management, University of Navarra
MBA, IESE, University of Navarra

The 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 school’s Barcelona 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.

Admission Process & Fees
The admission process entails a four-step process:

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


  • General fee: € 4,125
  • Alumni fee: € 3,713
  • IESE Alumni Assn. members: € 3,506
  • 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 Victoria Suites (Marriot) 4*Sansi Pedralbes 4*Abba Garden 4*Meliá Sarriá Barcelona 5*Upper Diagonal 4*.

Payment Details
We accept payments by credit card or wire.

Cancellation Policy
Cancellations received within 20 days before the program launch 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.


Start: July 5-7, 2021


Executive Education
Focused Programs
Sonia Sainz

(+34) 93 253 4220




  •  Companies with corporate agreements with IESE: discount of up to 20%.

    Discount on multiple applications, for individuals and teams: up to 25% for groups of four or more people.

    The more focused programs you take, the more benefits you will receive: you can get discounts from 5 % up to 25 %.

    Contact here the Focused Program team to find out conditions and more details.

  •  Special price for alumni: 10% discount.

     Special price for Members of the IESE Alumni Association: 15% discount. Recommend 2 participants and each one will also get 15% off.

    Loyalty card: IESE alumni or members who take more than 1 program annually will accumulate discounts of up to 30%.

    Contact here the Focused Program team to find out conditions and more details.

  • IESE Focused Programs offer scholarships for:


    Executive women.


    Contact here to find out more about the scholarships’ criteria and admission process.


  • 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.

     Possibility of becoming a member of the Alumni Association, which delivers a broad array of exclusive benefits, ranging from professional support services to access to more than 300 Alumni learning sessions per year. Delivered around the world, sessions are a chance to learn and build your network.

  • To receive the IESE Executive Education Certificate you must meet the following requirements:

    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.


#1 in Executive Education since 2015 by Financial Times | IESE Business School

#1 in Custom Programs since 2015 by Financial Times | IESE Business School
#3 in Open Programs 2018 by Financial Times | IESE Business School

Need more information?

IESE Barcelona | enfocadosbcn@iese.edu | (+34) 93 253 4395

IESE Madrid | enfocadosmad@iese.edu | (+34) 91 211 3132 / 3160

IESE Munich | execed.muc@iese.edu | (+49) (89) 242 097 951