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)


Winning Negotiation Strategies 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 analyse 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 programme highlights successful strategies to deal-making

Corporate Conflicts and Mediation 

  • Understanding to develop a ‘mediator mindset’ to tackle the many issues of conflict 

  • The programme 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


Winning Negotiation Strategies 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 has been designed for professionals who already have some negotiation experience, or have already undergone some essential negotiation training. The blended learning design facilitates optimum use of participants’ on-campus time. 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.


IESE Business School
Executive Education