Winning Negotiation
Live Online | Start date: April 7, 2021 | 5 weeks

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 leverages a range of highly dynamic teaching methodologies, including group discussions, class lectures, exercises and the case method, all aimed at honing your skills as an agent of change.

These teaching methods have been strategically combined to foster an optimal learning environment.

The live online edition is 5 weeks in duration:

  • Kick-off session:
    • April 7 (Wed.)
  • Week 1:
    • April 7 (Wed.) | Session 1
    • April 9 (Fri.) | Session 2
  • Week 2:
    • April 13 (Tue.) | Session 3
    • April 15 (Thu.) | Session 4
  • Week 3:
    • April 19 (Mon.) | Session 5
    • April 21 (Wed.) | Session 6
    • April 23 (Fri.) | Session 7
  • Week 4:
    • April 27 (Tue.) | Session 8
    • April 29 (Thu.) | Session 9

Admission Process & Fees
The live online edition has a three-step admission process:

  1. Participants complete and submit the online application.
  2. The Executive Education Department emails the participant to acknowledge receipt and provides further details on the program dates, schedule 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.
  • General fee: € 2,500
  • Alumni fee: € 2,250
  • IESE Alumni Assn. members: € 2,125
  • Executive education Certificate fee: An additional 5% discount on the general or IESE Alumni Association member fee.

The program fee is tax-exempt and includes academic materials. Payment is required before the program begins.

Discounts are available for corporate agreements and multiple registrations from the same company. Space is limited and filled in strict order of receipt so early registration is encouraged.

Payment Details
We accept payments by credit card or wire.

Cancellation Policy
Cancellations received within 7 days before the program launch are subject to a fee equivalent to 25% of tuition. IESE reserves the right to cancel this program edition or modify dates up to 7 days prior to its start.


Live Online
Start date: April 7, 2021


Focused Programs
Ma. Jesús Biechy
Program Director
(+34) 91 211 3050




  •  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 15 %.

    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.

  • Entrepreneurs.

    Executive women.


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

  • There are two different ways of obtaining the Executive Education Certificate:

    Complete 4 Focused Programs: 3 face-to-face and 1 online, in English or Spanish, within three years. The 4 programs must total a minimum of 13 days of learning.

    Complete 5 online Focused Programs, in English or Spanish, within two years.

    In addition to earning the IESE Executive Education Certificate, you will enjoy a series of exclusive benefits: Professional guidance with an IESE adviser, 5% discount on any future Focused Programs, and the possibility of becoming a member of the Alumni Association.


#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?

Come visit us and we will answer all of your questions.
Coffee is on us!

Focused Programs Barcelona | | (+34) 93 253 4395

Focused Programs Madrid | | (+34) 91 211 3132 / 3160

Focused Programs Munich | | (+49) (89) 242 097 951