Program Overview
Everybody negotiates continuously. Executives negotiate on a daily basis with
superiors, colleagues and subordinates, potential partners and competitors,
investors and board members, clients and suppliers, employees and labour unions. In
this complex and changing business environment, where consensus and leadership
prevail over authority, acquiring excellent negotiation skills is essential to succeed.
IE Business School’s Executive Negotiation Professors combine the latest and most
effective negotiation theories and practices. Our renowned academics in the field will
inspire you with innovative thoughts and provide winning skills and valuable practices
that are applicable to all types of negotiation settings. Drawing on their combined
knowledge, training, and real-world experiences, both Faculty members will advise you
while you prepare and conduct simulated negotiations, from small to large, internal to
external, bi-lateral to multi-lateral, daily to extraordinary.
Program Objectives
This Executive Negotiation Workshop is an intensive four-day international executive
program designed to sharpen the experienced negotiator’s practical skills and deepen the
participants’ theoretical knowledge. During the program you will attend short lectures,
participate in case discussions, role-play simulations, multi-party negotiations, and faceto-face
exercises. You will learn how to bargain successfully, and gain the commitment and
cooperation of others which will help you build long-term partnerships and agreements that
will create value for your company.
This workshop will help you to:
• Evaluate and enhance innovative negotiation strategies and tactics of
proven and extensively analyzed effectiveness in an open context.
• Self-evaluate and improve your personal effectiveness in complex bi- and
multilateral negotiations, and compare your performance to that of other
negotiators.
• Develop the tools needed to analyze negotiation situations effectively
creating value in these negotiations.
• Gain deeper understanding of the essence of any negotiation process.
• Propel your negotiation performance from advanced to expert through your
deepened analysis of new and previous negotiation experiences.
Program Structure
The program is fronted by Professors Julio Urgel and Enrique Ogliastri, who share an
agenda bearing a number of fundamental key topics including:
Understanding the core elements of negotiations. Being able to detect a common
structure in most negotiation processes is a required first step to improve your skills
as a negotiator.
The importance of package negotiations. What difference does it make to
negotiate item by item or package by package? How many and what items should be
included in a package?
Managing conflict in organizations. When is negotiation a good solution for conflict
in an organization? What is the role of the boss in a negotiation with subordinates?
How can we keep conflict contained?
Using agents and attorneys effectively. When is it or is it not advisable to use an
agent to negotiate for you? What kind of instructions and monitoring are appropriate
for your agent? Is your attorney a good negotiating agent?
Dealing with complex negotiations: multilateral and multi-issue. How and
why does complexity rise in a negotiation when the number of issues to negotiate
increases? And when do the numbers of negotiating parties increase beyond two?
International executive programs
Executive Negotiation Workshop
From Experienced to Expert Negotiator 19
General Information
Price: €4,700
Location: Madrid, 6, 7, 8 and 9 of October, 2009 and May 2010
For further information, please contact:
Karen Hobbs
International Executive Program Manager
María de Molina, 27
28006 Madrid, Spain
Tel.: +34 91 568 97 64 / 96 69
Karen.Hobbs@ie.edu
www.execed.ie.edu/internationalprograms
Synchronization of internal and external negotiations. How can you make sure
that you achieve the negotiating objectives of your company while keeping everybody
happy inside the organization? Who determines internally your negotiating goals?
What if you receive conflicting instructions from your bosses?
Making competition and cooperation compatible and rewarding. Can the
distribution of the pie take place in a cooperative manner? Will your interest for
others get you a bigger slice of the pie? Should you always get the biggest portion?
Negotiation theory and practice: how to distribute and create value. What
insights does economic game theory provide to negotiators? Can science help you
to perform better?
Culture and perceptions: inter-cultural negotiations. Culture as a pattern of
behaviour and decision making in negotiation. How do you become more aware of
cultural expectations?
Who the Program is Designed for
This workshop has been designed to sharpen the experienced negotiator’s practical
skills and deepen his or her theoretical knowledge. The program attracts a highly
diverse and qualified audience that spans a wide range of business titles and
functions. The resulting input allows participants to build upon the experience and
expertise of one another.
The program is particularly targeted at:
• CEOs.
• Managing Directors.
• General Managers.
• Divisional and Functional Managers.
• Managers dealing with partners, suppliers, customers and employees.
• Human Resource Directors.
• Sales Account Managers.
• Purchasing Professionals.
Aitor Mendia
Ericcsson
“Executive Negotiation Workshop was very interesting to me, both
due to the quality of the Faculty and the multinational background
of the participants, creating a very good learning environment.”
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