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Effective Negotiation

Programme Overview

As a leader within your organisation, you will need to negotiate situations that can have a significant outcome on practice, performance and culture. Negotiation is so engrained in the role of a leader that you may hardly notice you're doing it. Negotiations are all pervasive and yet they often do not go as well as we would like. During this programme you will look at some of the reasons for falling short of success and what can be done about them. In two intensive days, you will develop your personal negotiation style in a challenging, action-oriented international environment. 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.

Benefits to You

This two-day programme will show you the complex dynamics involved in negotiation and give you an objective model for understanding negotiation. You will probe the multiple dimensions of high-stakes negotiations, learning how to put the pieces together, establish scoring systems and devise alternative outcomes and bargain effectively, use influencing tactics, and close the deal.

Programme Outline

  • Decision-making in negotiations
  • Negotiating in multi-party situations
  • Group decision-making in negotiations
  • Communicating persuasively in negotiations
  • Negotiating in a changing competitive environment
  • Trust and ethics in negotiation
  • Effective cross-cultural negotiation
  • The significance of context and negotiations within organisations
  • A Practical Hands-On Learning Experience

During this programme, you will participate in several interactive simulations that place you on both sides of the negotiating table. These carefully constructed exercises range from two-party, one-shot price deals to evolving and complex multiparty, multi-issue negotiations that require synchronisation of internal and external discussions. Bringing the programme's deal making framework to life, the pace of these exercises is rapid-fire, the atmosphere realistic, and the results highly rewarding.


2 days

Who Must Attend?

The Effective Negotiation programme offers a career-defining experience for senior executives of large established companies who face complex and challenging negotiations e.g. CEOs, Presidents, Directors, Senior Civil Servants, Political and Educational Leaders.

Language Requirements

As the programme is conducted in English, a good working knowledge of the language is essential. If English is not your first language, we may require evidence of your proficiency.


The fee for this programme starting in 2018 is £6700.
# Fee is subject to annual review. No payment is necessary until you have been accepted into the programme. After admission notification, we will send you an invoice via email. Payment is due within 30 days of the invoice date. If you have submitted your application less than 30 days prior to the start of the programme, payment is due upon receipt of the invoice. Payment is required prior to the programme start date. We accept payment by cheque or direct bank transfer. Details are included on the programme invoice. Please note that there are no local taxes chargeable on this fee.


To avoid a cancellation or transfer fee, we must receive your cancellation, in writing, no less than six weeks before the programme starts.
Please email ca@iemd-gbs.com for more information.