High Performance Negotiator

IESE Business School

What are the topics?

IESE Business School


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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.

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 “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.


Juan Roure

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

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...

Guido Stein

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 Uni...

Videos and materials

High Performance Negotiator at IESE Business School

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Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

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.