Negotiation Strategies Program

IE Business School

How long?

  • online
  • on demand

What are the topics?

IE Business School


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Read more about Negotiations

Negotiating is a skill that everyone needs because throughout our lives we face situations that require us to communicate correctly, whether it's buyi...


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Who should attend

  • AMBITIOUS BUSINESS LEADERS with more than 5 years of experience, playing different roles in a range of sectors.
  • PROFESSIONALS FROM ANY SECTOR looking to optimize their negotiation skills.
  • TRANSNATIONAL MANAGERS at the middle- to top-level of their organization.
  • PROFESSIONALS working in mediation between companies and lobbyists.
  • PROFESSIONALS working in the field of negotiation.

About the course

In today’s complex transnational negotiations, structure and strategy are key to successfully navigating multistakeholder contexts with a multitude of interests and actors.



  • Acquire the tools and skills needed to tackle multivariate negotiation processes.


  • Explore how cultural patterns can impact negotiations—and determine whether or not they’re successful.


  • Apply program content to real-world business contexts, starting on the first day.


  • Live class sessions, group activities and gamification strategies that enhance the overall learning experience.


  • Learn to read your counterpart and identify their weak points in order to optimize your own results.


This two-week online experience combines live sessions with group work, gamification strategies and other resources to create an engaging atmosphere of dynamic practical learning. Within this context, participants will explore the theory and practice of negotiation, learn about the theory behind complex systems, and acquire new intercultural communication skills.


The objective of this module is to identify the different types of negotiation, understand the role of culture within negotiations, and learn how to think about complex negotiation processes. By the end of this module, participants will have acquired a new vision of negotiation strategies that will allow them to move forward with the remaining modules.


Using the CAPS approach, participants will discover how to prepare and analyze a complex negotiation in a structured way, and as part of a team. Building on the foundations developed during the first module, participants will establish formulas for proposing and creating solutions.


This part of the program teaches participants how to start a negotiation, presenting methods for creating positive relationships and promoting active listening. As effective communication techniques are considered, the program explores how emotional intelligence can be leveraged to better understand influence from external actors within negotiations.


Discover how a competitive negotiation style and specific tactics used in the distributive phase are essential to entering into a negotiation with eyes wide open. This module also shows participants to design and implement an agreement once this point is reached.


Brendan Anglin

I have 18 years of experience in education and training at all levels – from company director, to course coordinator, designer and lecturer; in both the private and public sectors; from undergraduate university students to masters level; and more than 40 nationalities. I am responsible for spearh...

Kenneth Thompson

Kenneth Thompson was educated at Trinity College Dublin and the University of Cambridge. He served as an Irish diplomat in a wide variety of capacities both in Dublin and in nine foreign postings- London, Cairo, Vienna, Madrid, Washington, (and as Ambassador) in Buenos Aires, Brussels, New Delhi ...

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Negotiation Strategies Program at IE Business School

From  EUR 2 350$2,886
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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.

Read more about Negotiations

During Negotiations courses, you will learn the following components of negotiations: planning negotiations and useful tools, starting your conversation, working out objections and competent argumentation, imposing your own price and conversation dev...

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.