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

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:

IESE’s blended programs accelerate growth and boost business performance through a strategic and seamless interplay of highly engaging online and onsite content.
Program delivery generally extends over virtual and on-campus modules — magnifying the learning impact — while our virtual campus serves as a hub for all of your learning needs.

The “Winning Negotiation Strategies” blended program in particular comprises an online module and a three-day on-campus module.

• Module 1: Online | TBC
• Module 2: Madrid | TBC

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 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..

FEES

• General fee: € 5,300
• Alumni fee: € 4,770
• IESE Alumni Assn. members: € 4,505
• 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 Madrid edition can benefit from special rates at the following hotels: Exe Moncloa 4*, EUROSTAR Zarzuela Park 4*, AC Hotel Aravaca 4*, Meliá Madrid Princesa 5*, Trip España 4*, NH Madrid Chamberí 3*.

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

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