Negotiation Dynamics

Develop effective negotiation skills

We are all experienced negotiators, and we face challenging and complex problems of persuasion and influence on a daily basis. We buy and sell, manage workers and work for managers, deal with friends, family, colleagues, merchants, organisations, and institutions all the time. Successful negotiation requires agreement and collaboration with other people. Since other stakeholders do not often have the same interests, perceptions and values as the negotiator does, skill is needed, professionally and personally.

Negotiations are all pervasive and yet they often do not go as well as we would like. During the Negotiation Dynamics programme you will look at some of the reasons for falling short of success and what can be done about them. In three intensive days, you will develop your personal negotiation style in a challenging, action-oriented international environment.

Key Benefits

• Build a stronger negotiation base, helping you to improve the outcome of deals
• Develop analytical tools and frameworks for understanding and winning in more sophisticated negotiations
• Acquire hands-on practice enabling you to strengthen weak points and preparing you to return to work

Featured Articles

Negotiate your salary now or suffer later, say experts
(Emirates 24|7 – 21 June 11)

This article tells us how to ensure a fair salary when starting a new job, INSEAD Professor Horacio Falcao emphasizes that we should remember that entry pay will become the basis for future raises and bonuses. To read more about the article, click here.

The art of the deal: Is ethics in the picture?
(INSEAD Knowledge - 21 February 2011)

Can you walk away from the negotiating table with a contract in your pocket and your ethics intact? This is the third and final installment in a series of articles on value negotiation from INSEAD Professor Horacio Falcao. To read more about the latest article, click here.

Negotiate value, not price, to achieve better business outcomes bang
(investors.com - 3 September 2010)

Interview with Professor Horacio Falcao, Affliate Professor of Decision Sciences, on negotiation techniques. To read more about the latest article, click here.

The Negotiation Dynamics programme aims to make participants better negotiators, able to diagnose problems and promote agreement inside and outside of their organisations. 

Participants are exposed to a mixture of presentations, interactive exercises, group consultation sessions on real negotiating challenges, and a series of hands-on simulations. They are encouraged to share experiences and test new ideas in the safe environment of the classroom.

Along with theory, guidelines and practical tools for negotiators, the programme covers:

• The psychological aspects of bargaining
• Value creation and distribution
• The importance of trust

Negotiation Dynamics is designed for executives who have at least eight to ten years of management experience and have gained substantial experience in conducting and supervising business negotiations.

While the programme is not restricted to managers in specific functions, it will be of interest to:

• executives involved in mergers, acquisitions or joint venture negotiations
• managers handling procurement
• human resource managers
• entrepreneurs
• managers in liaison roles such as national account managers
• key account managers
• barristers and lawyers

Prior training in negotiating skills is useful but not essential.

"A thoughtful and logical approach which provided a great structure for what is essentially an initiative skill."

General Manager
BP
Australia

“Negotiation Dynamics took a far more positive turn than anticipated.  It is not about winning and losing – it is about creative value together.  Fantastic!”

Director – Business Performance
Maersk
United Arab Emirates

“Although I spent a lot of time negotiating, I realised that having a stronger framework and changing some small behavior can have a big impact. I also enjoyed the multicultural atmosphere.”

Vice President, Strategic Projects
Merck Sharp & Dohme Interpharma
France

“Negotiation Dynamics has proved itself – only two weeks after the programme we won a large deal. What we learnt had great value and a terrific return on investment!”

Managing Director
PeopleXS.com
The Netherlands

Great minds don’t think alike

INSEAD’s professors represent many cultures, disciplines, and perspectives. Led by acknowledged world experts in their own particular fields, programme faculty remain intimately close to business and most are engaged in cross-disciplinary research.*

Horacio Falcao Programme Director Affiliate Professor of Decision Sciences Horacio Falcão teaches both Negotiation and International Management at the MBA, EMBA and Executive Education programs. He was a partner with Cambridge Negotiation Strategies, with whom he still collaborates as well as with other negotiation consulting firms. He conducts negotiation and mediation training, facilitation and consulting to both the private and the public sector. Read more...

*programme faculty may change

Dates & Fees

Participants are advised to arrive the evening before as the programme starts early in the morning.

Please click here for more information about the terms and conditions.

For full details on how to apply, accommodation, and cancellation conditions please visit the Practical Information page.

*Fee subject to change. For programmes delivered in France, VAT (19.6%) to be added for companies based in France, or for European companies where no VAT number is supplied. For programmes delivered in Singapore, GST (7%) to be added for Singapore-registered companies.