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.

Methodology and Format
The “Winning Negotiation Strategies” program is delivered in a blended learning environment – combining a series of online interactive lectures and negotiation simulations with individualized classroom challenges and a highly informative guest lecture program. It is designed to enable participants to actively apply their learning to the challenges they face in their own complex negotiations.

The program will be spread across three weeks. First two weeks will include on-line learning session and on-line exercise while week three will on-campus sessions.

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 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
He has been has been a visiting scholar at the Dispute Resolution Research Center at Kellogg School of Management. His research has focused on creativity in organizations and negotiations. He frequently works as a consultant with startups on issues related to innovation and creativity. He has conducted several Negotiation and Creativity Workshops for corporate executives and management students in Europe, USA and India. Before coming to Spain, he was at ICFAI Business School in India where he taught corporate finance. He is also actively involved with creative industries.
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
Guido Stein is the Academic Director of IESE’s Executive MBA Program in Madrid. He is partner of Inicia Corporate (M&A and Corporate Finance) and a consultant to owners and management committees of companies.
Prof. Stein is also Member of The International Academy of Management and the International Advisory Board MCC (Budapest) and is a collaborator with People and Strategy JournalCorporate Ownership & ControlHarvard Deusto Business ReviewEuropean Business Review and Expansión.
Author of books in English, German and Spanish, more than 50 business cases, and numerous technical notes. His current research focuses on undesirable turnover in top management, power and taking-charge processes, and negotiation as a management tool.
Yih-Teen Lee | IESE Business SchoolYih-Teen Lee
Professor of Managing People in Organizations
PhD in Management, HEC, University of Lausanne
Master in International Business, National Taiwan University
Bachelor in International Trade, National Taiwan University
He teaches subjects such as leadership, cross-cultural management, and strategic human resource management in MBA as well as executive programs. Prior to IESE, he taught at HEC University of Lausanne (Switzerland), Angers Graduate School of Business ESSCA (France), the American Graduate School of International Management Thunderbird Europe (France), and Lung-Hua University of Science and Technology (Taiwan, R.O.C.).
One of Prof. Lee’s papers on culture and the person environment fit, titled “Satisfaction and Individual Preference for Structuring: What is Fit Depends on Where You Are From,” won the Best International Paper Award of the Organizational Behavior Division at the 2006 Academy of Management Annual Meeting, and was one of the three finalists of the academy-wide Carolyn Dexter Award.

Admission Process
The program has a four-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, 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.


(*Pending price update for 20/21 academic year)

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.

We have negotiated special fees for our participants in these hotels near to Barcelona campus:

AC Victoria Suites (Marriot) 4*Sansi Pedralbes 4*Abba Garden 4*Meliá Sarriá Barcelona 5*Upper Diagonal 4*.

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.


Module 1 (online), Nov. – Dec., 2020
Module 2 (Barcelona), Dec. 2020
(*pending confirmation)


IESE Barcelona
(+34) 93 253 4200
How to arrive


  • programa blended
    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 three modules — magnifying the learning impact — while our virtual campus serves as a hub for all of your learning needs.

  • Blended programs typically comprise a central face-to-face module bookended by two online modules. The first module lays the theoretical foundation with video lectures, online sessions, evaluations and a range of academic materials.

    Faculty and peers will already be familiar faces by the time you start the onsite module, which merges case studies, team-based projects, lectures, experiential exercises and social activities. In a collaborative environment, you’ll also share viewpoints, work in teams and reflect on new insights.

    Programs conclude with an online module. Online sessions, collective Q&A and a wrap-up session — complemented by invaluable faculty guidance and peer-to-peer coaching — reinforce key take-aways and elevate your capacity to apply the learning to your unique challenges.

  • IESE Blended Programs harness the benefits of remote learning with the school’s hallmark academic rigor. You will feel empowered to drive positive change and equipped to deliver a superior business impact in your organization.




  • 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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IESE Barcelona – – (+34) 93 253 42 00

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