Advanced Negotiation Strategies

Negotiating in a multicultural world.
• Navigate cultural differences with ease
• Prepare for negotiations in unfamiliar cultures
• Avoid stereotypes and understand the impact of your negotiation style across cultures

Negotiating for an alliance.
• Identify strategies to build mutually beneficial alliances
• Protect your interests against hostile alliances
• Leverage areas of agreement amidst differences

Negotiating a deal.
• Master complex negotiations in investments, buyouts, and mergers
• Develop effective deal-making strategies
• Avoid value loss with advanced negotiation tactics

Negotiation in complex situations.
• Approach hostile counterparts with a practiced strategy
• Handle emotionally charged environments with composure
• Navigate power demands with confidence

Negotiating in a crisis.
• Utilize negotiation as a key strategy during crises
• Participate in practical simulations for real-world application
• Develop a strong theoretical understanding of crisis negotiation strategies

The Advanced Negotiation Strategies program is tailored for professionals who frequently engage in high-stakes negotiations, including:

• Professionals managing complex projects with multiple stakeholders
• Executives involved in institutional and international negotiation processes
• Senior-level executives looking to refine their negotiation skills
• Professional negotiators seeking advanced strategies
• Lawyers and mediators aiming to enhance their negotiation tactics

This program is ideal for those who already excel at negotiation, as well as executives from multinational companies navigating complex international scenarios. Participants elevate their negotiation process in strategic contexts to lead with confidence and expertise.

Join the forefront of executive education, where expertise meets strategy, and negotiation becomes an art form shared by the best in the business. Transform your negotiation capabilities and lead with confidence in every situation.

The Advanced Negotiation Strategies program uses a highly dynamic, interactive teaching methodology including role-play, group discussions, class lectures and the case study method. This methodology enables you to actively apply your learning to negotiation challenges.

The on-campus edition takes place on IESE’s vibrant Barcelona Campus. To ensure you get the most out of the program and maximize your learning potential, you will be asked to prepare the academic materials provided two weeks before the program start date.

The admission process entails a four-step process:

1. Participants complete and submit the online application.
2. The Executive Education Department emails the participant to acknowledge receipt and provide further details on program dates, pre-program academic materials and bank details to submit payment.
3. The participant pays the program fee. This is an essential requisite to access the pre-readings and participate in the program.
4. Two weeks before the start date, participants receive an email with a username to access the IESE Virtual Campus and pre-readings.

FEES

• General fee: €3,600
• Alumni fee: €3,240
• IESE Alumni Assn. Members: €3,060
• Executive Education Certificate fee: An additional 5% discount on the general or IESE Alumni Association member fee.

The program fee is tax-exempt. Payment is required before the program begins and includes all academic materials and most meals. It does not include tax on food and beverages, accommodation, and travel costs.

Discounts are available for corporate agreements and multiple registrations from the same company. Space is limited and filled in strict order of reception, so early registration is encouraged.

Payment Details
We accept payments by credit card or wire transfer.

Admissions Requirements
The Admissions Committee admits qualified candidates on a rolling basis as places become available. Executive Education Focused Programs have their own requirements, and all admissions are under the supervision of the Admissions Committee. In general, participants should have at least 10 years’ work experience and have held a position of leadership with significant responsibilities within the last 5 years. Although there are no formal educational requirements, admission is based on professional achievement and responsibilities within the organization.

Cancellation Policy
Cancellations received within 20 days of the program’s start date are subject to a payment of 25% of the program tuition. IESE reserves the right to cancel the current edition or modify dates up to 20 days prior to the scheduled start date. Under no circumstances is IESE responsible for any travel expenses incurred. Participants should consider purchasing travel insurance including cancellation coverage to protect against the unlikely event that the program is cancelled or their own inability to attend for personal or professional reasons.
Cancellation requests received within 3 calendar days of the program start date as well as those received during the program are subject to full payment of the program fee.

Companies and teams

• Companies with corporate agreements with IESE: discount of up to 20%.
• Discount on multiple applications, for individuals and teams: up to 25% for groups of four or more people.
• The more focused programs you take, the more benefits you will receive: you may be eligible for discounts of 5% to 15%.

Alumni

• Special price for alumni: 10% discount
• Special price for members of the IESE Alumni Association: 15% discount. Recommend 2 participants and each one will also get 15% off.

Scholarships

• Entrepreneurs
• Executive women
• ONGs

Contact the Focused Program team here for more details.

If interested in obtaining the IESE Executive Education Certificate:

• Complete, at least, 4 Focused Programs, in English or Spanish, within three years. The 4 programs must total a minimum of 12 days of learning.

In addition to earning the IESE Executive Education Certificate, you will enjoy a series of other exclusive benefits:

• Professional guidance with an IESE adviser.

• 5% discount on any future Focused Program.

• Possibility of becoming a Member of the IESE Alumni Association, which delivers a broad array of exclusive benefits. Discover here how to make the most of the membership.

Getting to the Barcelona campus

Barcelona: AC Hotel by Marriott Victoria Suites 4*, Sansi Pedralbes 4*, abba Garden Hotel 4*, Ikonik Anglí 4*.