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IESE Business School

High Performance Negotiator

Jun 17—19, 2020
3 days
Munich, Germany
EUR 4050 ≈USD 4485
EUR 1350 per day

How it works


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Turning Good Negotiators into Great Negotiators

Senior executives need exceptional negotiating skills for the highest-profile decisions and for the daily demands of the workplace. This program looks at a range of issues, from multicultural negotiations, to ethical dilemmas in negotiations, to negotiating in deal-making situations. You will carry out a methodical self-assessment of your negotiating style, identifying your strengths and your potential areas for improvement.

Emerge with the advanced preparation and solid framework to go from a good negotiator to a great one.


  • Learn about the principles of negotiation in different business contexts.
  • Gain a deeper understanding of the dynamics of the negotiation process and improve your ability to negotiate in collaborative and competitive situations.
  • Foster more effective relationships through the ability to analyze counterparts in different cultures and emotional levels.
  • Explore the ethical dilemmas you may face in a negotiation process.
  • Develop a solid framework to succeed in complex negotiation situations.


  • The “High Performance Negotiator” program will tackle the following topics:
  • The principles of negotiation: Theory and implementation in different business contexts.
  • The negotiation process: How to identify phases and avoid incoherences.
  • Cooperative-competitive tension: Benefits of cooperative negotiation, also known as coopetition.
  • Understand different negotiation styles and use them to your advantage.
  • Benefits of creative and collaborative negotiation.
  • Negotiation deadlocks: Learning how to break the blockade.
  • Negotiation teams: Implications in the negotiation process.
  • Internal negotiation: Avoiding conflict and seeking the common good.
  • Multi-party negotiation: How to manage complexity and control the dynamics of negotiation (deals, leveraged buyouts, mergers or acquisitions, among others)
  • Addressing cultural differences and preparing to negotiate with counterparts from across the world.
  • Understanding how to negotiate in a physical and virtual context – online, on video and face to face.
  • Framework for a personal improvement plan.


The “High Performance Negotiator” program makes use of a number of highly dynamic and interactive teaching methods, including role-play, group discussions, class lectures and the case study method. It is designed to enable participants to actively apply their learning to the challenges they face in their own complex negotiations.

Who should attend

The “High Performance Negotiator” program has been designed for professionals whose positions require them to negotiate on a regular basis, such as:

  • senior business executives,
  • entrepreneurs,
  • functional managers and counselors,
  • managers of family-owned firms,
  • mediators,
  • investors,
  • public administration officials, and
  • responsibles for managing complex national and multinational negotiations.


Areas of Interest Innovation, entrepreneurship and new ventures Family governance and venturing Growth management and ownership strategy Negotiation and deal making Juan Roure is a Professor in the Entrepreneurship Department and has been a member of IESE''s International Advisory Board (IAB)...
Kandarp Mehta is a PhD from IESE Business School, Barcelona. He has been with the Entrepreneurship Department at IESE since October 2009. His research has focused on creativity in organizations and negotiations. He frequently works as consultant with startups on issues related to Innovation and C...
Areas of Interest Leadership and strategy Coaching and change management Power and influence in organizations Guido Stein is Academic Director of the Executive MBA of Madrid, Professor at IESE Business School in the Department of Managing People in Organizations and Director of Negotiation Un...


Detailed Description
Detailed Description

Next dates

Jun 17—19, 2020
3 days
Munich, Germany
EUR 4050 ≈USD 4485
EUR 1350 per day

How it works

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