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)

Introduction

Winning Negotiation Strategies is a program that transforms a good negotiator into a great negotiator. A good negotiator is one who negotiates with reasonable success in normal situation. But a great negotiator is one who consistently negotiates effectively across any type of complex situation. An executive’s life is an unending chain of negotiations. As an executive or an entrepreneur grows professionally in her/his life, negotiation situations tend to get more diverse, unpredictable and complex. This program prepares the participant for any complexity that she/he might face in future.

For top managers and entrepreneurs, negotiation is not a choice, it’s an obligation. And while your exposure to negotiations of all kinds will have given you a sound grasp of the fundamentals, you’ll face some situations where negotiation performance is strategically important.

Benefits

  • 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

Why IESE Recommends This Program

Today’s executives face with a wide range of challenges: from multicultural negotiations, 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.

Leaders must be aware of the emotions and responses they provoke in others during negotiations; and they should also know how to effectively connect with counterparts to ensure a truly positive outcome.

They need to be prepared for complex negotiations: how to manage a hostile counterpart; tackle issues of conflict; negotiate with multiple parties; and stay strong in the face of unlimited power.

Winning Negotiation Strategies explores these more complex advanced negotiation issues in detail. The course topics and content are particularly relevant; having been built on many conversations with senior executives.

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

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IESE Business School
Executive Education