Upcoming Sessions
Full on-demand programme, start anytime. Participants have access to the programme content for 3 months following registration.
Programme fee: €690
Build the foundations to become an expert negotiator
Negotiation underpins every aspect of human life. It is the one skill that, if improved, can greatly help us navigate our interconnected human condition away from failure and towards success.
Negotiation Fundamentals is an introduction to the full negotiation learning path offered by INSEAD Executive Education. The tools and ideas taught are all evidence-based and practice-tested, covering the key negotiation concepts and skills that will enhance your negotiating behaviours and outcomes, and those of other people.
Integrating evidence based concepts and frameworks, Negotiation Fundamentals offers both the theoretical, cognitive and strategic dimensions of negotiation and the actionable takeaways that will help you translate theory into real-world practice.
You explore the what of negotiation: how it works in theory, where to focus and what you need to prepare to be a successful negotiator.
Our Participant Profile
- Professionals who want to master the fundamentals of negotiations and build a strong foundation, to complement further studies on the subject
- Executives who want to increase emotional intelligence, decision-making, and leadership skills
- Leaders looking to enhance personal collaboration, assertiveness, persuasion, empathy, as well as their ability to get things done with and through other people
- Particularly suitable for those working in sales or procurement, individuals or teams dealing with high value deals, including financial transactions, partnerships or government.
- Participants who wish to complete an official Certificate in Negotiation with INSEAD.
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How You Benefit
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Master the essentials of evidence-based negotiation frameworks with practical application
Build your self-awareness as a negotiator to customise your approach and fully leverage your strengths
Develop the core negotiation skills every negotiator should have, but few actually do
Practice your new skills with a self-assigned role play partner
Kick start your journey to a Certificate in Negotiation with INSEAD Executive Education.
Programme Directors
Professor of Management Practice of Decision Sciences
Professor of Organisational Behaviour
Professor of Organisational Behaviour
IN Focus
Grace Zulu
Gace Zulu - Legal Advocate, Multichoice Group
“I’d heard about INSEAD through a couple of colleagues of mine, one of whom is a senior director in a big bank. I took interest in the school and found the Negotiation Fundamentals programme which really seemed to tick all the boxes for me.”
Dates & Fees
Investing in a Lifelong Learning Journey at INSEAD
Preferential Rates
For Groups of 5 or More
20% preferential rate for groups of 5 participants or moreFormer Participants
20% preferential rate for past participants of on-campus and live virtual Open Enrolment ProgrammesAlumni Community
40% preferential rate for INSEAD Alumni Association community membersRelated Programmes
Strategic Negotiations
Negotiation Dynamics
Advanced Negotiations
INSEAD Online Certificate in Negotiation
Build the foundations to become an expert negotiator
Length: 6-8 hours
Become a more strategic negotiator
Length: 5 weeks
Gain expertise in specific negotiation scenarios
Length: 4 weeks
Become certified by INSEAD
Participants are strongly recommended to complete Negotiation Fundamentals before completing Strategic Negotiations and Advanced Negotiations.
Build the foundations to become an expert negotiator
Length: 6-8 hours
Become a more effective negotiator
Length: 3 days
