Comprehensive course analysis
Who should attend
The “High-Performance Negotiator” program is designed for professionals whose roles require them to negotiate on a regular basis such as senior executives, entrepreneurs, functional managers, investors, mediators and managers in family-owned firms. Public administration officials and executives who oversee complex national and multinational negotiations will also find the program highly beneficial.
About the course
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 program leverages a wide range of highly dynamic and interactive teaching methodologies, including group discussions, class lectures, exercises, the case study method and a computer simulation, all aimed to hone your skills as an agent of change. These teaching methods have been strategically combined to foster an optimal learning environment. The on-site edition takes place on the school’s Barcelona campus.
To ensure participants get the most out of the program, they will be asked to prepare the academic materials provided two weeks before the program’s start date.
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 Professor in the Department of Managing People in Organizations and Director of the Negotiation Unit. He is partner of Inicia Corporate (M&A and Corporate Finance). ...
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Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.