Your Learning Journey 



Module 1

Fundamental Negotiation Concepts

  • Gain a solid understanding of science-based negotiation knowledge, which involves fundamental parameters in every negotiation
  • Understand how these fundamental parameters help you design negotiation strategies and choose practical moves with a higher likelihood of success
  • Discover and understand well-researched moves such as anchoring, the power of first offers, the effectiveness of framing offers and how to develop a concession making strategy.


Module 2

Interest Based Negotiation

  • Understand more sophisticated and challenging aspects of collaborative negotiations including the difference between interests vs positions, building interdependence and trust, and perspective taking
  • In addition to your knowledge, start to improve your negotiation abilities by learning how to ask questions well in negotiations.


Module 3

How to Compete and Collaborate Simultaneously

  • Examine the elements that allow for a transition from the foundation of bargaining to more sophisticated negotiation processes, which enable negotiators to collaborate and create superior value
  • Learn how to push towards higher value creation processes, craft superior deals, structure negotiations, and avoid easy compromises
  • Start to work on your negotiation listening abilities.


Module 4

Bringing it All Together

  • Identify how to prepare for complex negotiations, learn what you want, and how to make essential trade-offs during negotiations
  • Learn how to improve your negotiation advocacy abilities and choose methods that are more likely to persuade your counter-parties.


If you have any questions related to our programmes or application procedures, we are here to help you.


. Email our advisor
Call Asia Office
+65 6681 5492

INSEAD Personalised Experience




Save & Manage



It is easy, simply log in:

Via Social

  • icons
  • icons
  • icons


Use your email address