Advanced Negotiation Strategies

The program covers negotiation in a wide range of strategic situations. The competencies developed equip you with the skills and knowledge necessary to dive into advanced negotiation strategies.

• Negotiating in a multicultural world: How should we deal with cultural differences in negotiation? How can we prepare ourselves for negotiation in a culture we have never been exposed to? Instead of falling for cultural stereotypes, you will understand your negotiation style and its potential impact across different cultures. You will learn strategies to help you prepare for negotiations in unfamiliar cultural contexts.
• Negotiating for an alliance: Negotiations often involve finding common ground and forming alliances. You will identify strategies for building mutually beneficial alliances and learn how to protect your interests in the face of hostile alliances. Learn to leverage areas of agreement amidst differences.
• Negotiating a deal: From investments and leveraged buyouts to mergers and acquisitions, deal-making is a complex negotiation process. Ineffective negotiation tactics result in poor deals. You will develop different methods of negotiating a deal and learn how to avoid value loss.
• Negotiation in complex situations: A measured, practiced approach is required for negotiations involving hostile counterparts, emotionally charged environments and parties with unlimited power demands. You will develop a personal framework that enables you to navigate any complex negotiation with composure and confidence.
• Negotiating in a crisis: Business leaders are often called upon in a crisis, and negotiation can be a key strategy in these situations. You will learn how to negotiate during unexpected crises by completing a practical simulation and developing a strong theoretical understanding of relevant strategies.

Advanced Negotiation Strategies address the needs of professionals who negotiate regularly, such as:

• Professionals involved in complex projects with many stakeholders
• Professionals involved in institutional and international negotiation processes
• Higher-level executives
• Professional negotiators
• Lawyers and mediators
• Professionals in investment banking and private equity

The program is ideal for those who already excel at negotiation, as well as executives from multinational companies navigating complex international negotiation scenarios. It is designed for professionals seeking to elevate their negotiation process in strategic contexts.

The Advanced Negotiation Strategies program uses a highly dynamic, interactive teaching methodology including role-play, group discussions, class lectures and the case study method. This methodology enables you to actively apply your learning to negotiation challenges.

The on-campus edition takes place on IESE’s vibrant Barcelona Campus. To ensure you get the most out of the program and maximize your learning potential, you will be asked to prepare the academic materials provided two weeks before the program start date.

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 username to access the IESE Virtual Campus and pre-readings.

FEES

• General fee: €3,400
• Alumni fee: €3,060
• IESE Alumni Assn. Members: €2,890
• 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. It does not include tax on food and beverages, accommodation, and travel costs.

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.

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.

Companies and teams

• 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 may be eligible for discounts of 5% to 15%.

Alumni

• 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.

Scholarships

• Entrepreneurs
• Executive women
• ONGs

Contact the Focused Program team here for more details.

If interested in obtaining the IESE Executive Education Certificate:

• Complete, at least, 4 Focused Programs, in English or Spanish, within three years. The 4 programs must total a minimum of 12 days of learning.

In addition to earning the IESE Executive Education Certificate, you will enjoy a series of other exclusive benefits:

• Professional guidance with an IESE adviser.

• 5% discount on any future Focused Program.

• Possibility of becoming a Member of the IESE Alumni Association, which delivers a broad array of exclusive benefits. Discover here how to make the most of the membership.

Getting to the Barcelona campus

Participants in the on-campus Barcelona Campus can benefit from special rates at the following hotels:

Barcelona: AC Hotel by Marriott Victoria Suites 4*, Sansi Pedralbes 4*, abba Garden Hotel 4*, Ikonik Anglí 4*