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Strathmore Business School

The Master Negotiator

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The negotiation process is a part of every manager’s day-to-day activities with people inside and outside the organisation, people whose cooperation is essential to attain your goals. Because negotiation is pervasive to our daily activities, The Master Negotiator will focus on equipping you with the right tools to help you achieve successful business deals. Consider for a moment what percentage of your working day you will spend negotiating. The Master Negotiator aims to formalise your experiences, with the skills and ability to think critically about what may now be an intuitive process for you. This will allow us to establish a framework that will help you increase your learning every time you are involved in a new negotiation, and equip you with new skills that will become part of your repertoire.

Key Learning

  • Improve your ability to negotiate in competitive as well as collaborative situations
  • Increase your level of awareness of the negotiation process
  • Become familiar with specific concepts and principles that will enhance your negotiation effectiveness
  • Reflect on your personal style and the impact it has on others

Program Structure

The Master Negotiator Program will focus on:

  • Elements of a Negotiation model
  • Principals of Negotiation
  • The Process of Negotiation
  • Cooperate and compete
  • Creative Negotiations
  • Group Negotiations

Topics range from; preparing and managing the negotiation process, to more complex issues such as managing deadlocks and multivariable negotiations. Through this highly practical program taught through the use of case studies interactive exercises and simulations, participants will acquire practical skills that can be applied immediately in conducting both internal and external negotiations that are a key part of their management responsibilities successfully.

Who should attend

The Master Negotiator is specially designed for those who carry out negotiations in their roles. Typical participants include those involved in procurement, lawyers, supplier liaisons, claims managers among others.


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)...


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