Negotiation Skills: Create Value and Manage Conflicts

The “Negotiation Skills: Create value and manage conflicts” program content delivers the competencies and insights needed to win:

• The Principles of Negotiation. Theory and Implementation in Different Business Contexts
• The Negotiation Process. How to Identify Phases and Avoid Incoherencies 
• Cooperative-Competitive Tension. Benefits of Cooperative Negotiation, Also Known as Coopetition
• Understand Different Negotiation Styles and Using 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
• Framework for a Personal Improvement Plan

The “Negotiation Skills: Create value and manage conflicts” program address the needs of professionals whose positions require them to negotiate regularly, such as senior business executives, entrepreneurs, functional managers and counselors, investors, public administration officials and responsibles for managing complex or multinational negotiations.

It has been designed for professionals who already have some negotiation experience or have already undergone some essential negotiation training.

The program uses many 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 negotiations.

The on-campus edition takes place on the IESE’s Munich 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.

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 Munich campus

Participants in the on-campus Munich Campus can benefit from special rates at the following hotels:

Hotel Palace 5*, Hotel Ritzi 3*, MK Hotel München City 2*, Splendid Dollmann 4*, Domus Hotel 3*, Hilton Munich City 4*, Novotel Munich City 4*, Moma 1890 Boutique Hotel 4*, Living Hotel am Deutschen Museum 3*, Hilton Munich Park, Motel One München-Deutsches Museum, Adina Hotel Munich 4*, Gambino Hotel 3*, Residence Inn Ostbahnhof 4*, Moxy Munich Ostbahnhof 3*, Scandic München Macherei 4*, Hotel Rothof 4*.