From Good to Great Negotiations

Today’s executives face with a wide range of challenges: from multicultural negotiations and ethical dilemmas to negotiating in a deal-making situation. As a senior leader your personal and professional effectiveness rests on your success in these situations. Turn from a good negotiator into a great one.


  • Achieve a better awareness of your personal negotiation style.
  • Foster more effective relationships through the ability to analyse counterparts in different cultures and regions.
  • Gain the ability to align negotiation strategy with strategic business objectives.
  • Develop a framework to succeed in complex negotiation situations.

The “Winning Negotiation Strategies” program content delivers the competencies and insights needed to win:

Negotiation and Technology

  • Understanding how to negotiate in a physical and virtual context – online, on video and face to face
  • The blended format allows participants to experience of the impact of choice of communication channel and its impact on negotiation performance

Negotiating in a Multicultural World 

  • Addressing cultural differences and preparing to negotiate with counterparts from across the world
  • Participants will analyze their own negotiation style and its potential impact across different cultures – enabling effective negotiation with cultures that participants may not have been exposed to

Negotiation and Emotions

  • What emotions do we provoke when we negotiate? Understanding the power of emotion in a negotiation
  • Participants will explore how counterparts react to them on an emotional level, how to capture those emotions, and how to control their own emotions to achieve a successful conclusion

Negotiating a Deal 

  • Exploring the process of complex negotiation – for example, for an investment deal, a leveraged buyout, merger or acquisition
  • With ineffective negotiation tactics resulting in poor deals, the program highlights successful strategies to deal-making

Corporate Conflicts and Mediation

  • Understanding to develop a ‘mediator mindset’ to tackle the many issues of conflict
  • The program explores different mediation strategies and how each can be effective in a range of conflict situations

Negotiation in complex Situations

  • A best practice approach to negotiation in complex situations – from dealing with a hostile counterpart to negotiating with those possessing unlimited power
  • Participants will explore a range of complex scenarios and will develop a personal framework for preparation to ensure success in every case

Is This Program Right You?
The “Winning Negotiation Strategies” program will especially address the needs of senior business executives, entrepreneurs, negotiators and mediators looking to develop and enhance their negotiation skills, including professional negotiators, lawyers and those responsible for managing complex, multinational negotiations.

Winning Negotiation Strategies helps leaders develop the personal frameworks, the “mediator mindset” and the preparatory techniques to ensure a win in any complex negotiation.

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

Kandarp Mehta | IESE Business School Kandarp Mehta
Academic Director

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
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

The program combines a wide range of highly dynamic and interactive teaching methodologies, including group discussions, class lectures, exercises, the case study method and a computer simulation to hone your skills as an agent of change.

This combination of different teaching methods has been designed to foster an optimal learning environment.

The online edition takes place throughout 5 weeks:

  • Kick-off session:
    • November 19 (Thurs.)
  • Week 1:
    • November 23 (Mon.) | Session 1
    • November 26 (Thurs.) | Session 2
  • Week 2:
    • November 30 (Mon.) | Session 3
    • December 3 (Thurs.) | Session 4
  • Week 3:
    • December 7 (Mon.) | Session 5
    • December 10 (Thurs.) | Session 6
  • Week 4:
    • December 14 (Mon.) | Session 7

Admission Process & Fees
The online edition of the program has a three-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, schedule and the bank details needed to pay tuition.
  3. The participant pays tuition (payment must be made before the start of the course). This is an essential prerequisite for participating in the program.

The program fee is tax-exempt.

Payment is required prior to the start date and academic materials are included in this fee.

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

Spaces are limited and filled in strict order of registration.

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

Cancellation Policy
IESE reserves the right to cancel this edition of the program or to change the dates up to 7 days prior to its start.


Live Online
Start date: November 19, 2020 | 5 weeks


Focused Programs
Sonia Sainz

(+34) 93 253 4220




  • 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.


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Need more information?

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