• 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.

• 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.

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.

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.

• General fee: € 4,050
• IESE members fee: € 3,645
• Executive Education Certificate fee: additional 5% discount on the general or membership fee.

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.