Winning Negotiation Strategies

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Winning Negotiation Strategies

Winning Negotiation Strategies

March 6-20, 2017 ONLINE (MODULE 1)
March 21-23, 2017 BARCELONA (MODULE 2)
March 24-April 7, 2017 ONLINE (MODULE 3)


    Juan Roure
    Professor of Entrepreneurship and Negotiation Teaching Unit
    Doctor of Philosophy (Engineering Management), Stanford University
    Master of Business Administration, ESADE
    Degree in Industrial Engineering, Universitat Politécnica de Cataluña
    ISP, Graduate School of Business Administration, Harvard University

    His current areas of interest include venture capital, intra/entrepreneurship, growth, strategies, family venturing and corporate and family governance. Prof. Roure founded and leads the IESE Forum for Private Investors and Family Offices. This initiative has resulted in the founding of over 40 companies of the 400 presented since 2005. He has also been actively involved in other entrepreneurship projects, including the Venture and Growth Academies, the Entrepreneur of the Year Award and Best Deal of the Year Award in collaboration with ASCRI and Deloitte. He is the co-author of The Venture Capital Cycle in Europe and Good Governance in the Family Business, and has published several studies and other academic material.
    Kandarp Mehta
    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

    Recipient of DRRC Advisory Fellowship, Kellogg School of Management. A collaborator with IESE's Department of Entrepreneurship since 2009, Kandarp Mehta specializes in creativity, negotiations and sense-making in organizations. Mehta has conducted several creativity workshops for corporate executives and management students in Spain and India, where he also lectured at ICFAI Business School before beginning his doctoral studies. He earned his doctoral degree in management at IESE Business School. His thesis addressed the process of creativity in the film industry.
    Guido Stein
    Professor of Managing People in Organizations and Negotiation Teaching Unit
    Doctor of Philosophy (Management), University of Navarra
    MBA, IESE, University of Navarra

    Guido Stein is Professor at IESE Business School in the Department of Managing People in Organizations. He is partner of Inicia Corporate (M&A and Corporate Finance). Prof. Stein is a consultant with firms in diverse sectors such as finance, industry, energy and professional services. He is member of The International Academy of Management and the International Advisory Board MCC (Budapest) and is a collaborator with People and Strategy Journal, Corporate Ownership & Control,Harvard Deusto Business Review, European Business Review and Expansión

    Prof. Stein's books include Managing People and Organizations: Peter Drucker's Legacy, CEO: carrera y sucesión. Escalando la cima, El arte de gobernar según Peter Drucker. Las ideas que están transformando el mundo de la empresa, La aventura del liderazgo. El reto de los resultados,Dirigir en tiempos de incertidumbre. Ensayo sobre el esfuerzo directivo, Éxito y Fracaso en la Nueva Economía. Reglas para dirigir en la era de Internet, Cambiar o no cambiar: esa es la gestión and Kardinaltugenden effektiver Führung (Cardinal Virtues of Effective Guidance), edited by Peter Drucker and Peter Pascheck.

    He is the author of more than 40 business cases and numerous technical notes. His current research focuses on undesirable turnover in top management, power and taking-charge processes.
    Yih-Teen Lee
    Associate Professor of Managing People in Organizations
    Ph.D. 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, crosscultural 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 personenvironment 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.


IESE Business School
Executive Education