Upcoming Sessions
Content Overview
Over the 5 consecutive weeks, the programme will enable you to learn how to develop your personal negotiation style, while learning new skills and strategies and, above all, getting the practice you need to be confident and effective.
As your knowledge builds across the weeks, you will come to understand the answers to different sets of key questions.
Week 1
Introduction: Value Negotiation Principles
- How to understand negotiation from a broader perspective?
- What drives our negotiation behaviors?
- How to prepare ourselves to think outside the box?
- What went wrong in past negotiations?
- Introduction to Value Negotiation System
Week 2
Start from the End: Defining Success
- How am I defining success? How is the other party defining success?
- How to measure success?
- How to navigate complex negotiations?
- Introduction to negotiation guidelines
- Negotiation balanced scorecard
Week 3
Strategy for Negotiation:
Best Practices
- Do I have a proactive strategy or am I just going to react to what they do?
- What are the main strategic concerns in a negotiation?
- How can I put together a comprehensive and effective negotiation strategy?
- What strategic mistakes do people make?
- How to craft a win-lose or win-win strategy based on best practices?
Week 4
Relationship Building & Trust
- What is trust? What is a good relationship for negotiation purposes?
- How can I diagnose my relationship to know if it is a good one? Or where to act to improve it?
- What are the different approaches to building relationships?
- How to avoid falling into relationship pitfalls or traps?
- How to build a good working relationship in your negotiation?
Week 5
Navigating the Value Tension: Balancing Value Creation and Claiming
- What is the value tension? And why is it there?
- How to prepare to minimise the negative effects?
- How to create value in ways that do not hurt your future value claiming efforts?
- How can I claim value while continue to negotiate win-win?
- What are value creation and claiming best practices?
Your Online Learning Journey
Throughout the programme, an INSEAD Learning Coach will be guiding you and helping you maximise the impact of your learning journey.
*Please note the programme may include a pause week(s).
Action Learning Project
A cornerstone of INSEAD’s cohort-based online programmes, Action Learning Projects (ALPs) are guided, real-world assignments that enable you to apply new skills directly to your role and organisation—delivering immediate and lasting business impact.
Closely aligned with each programme’s learning objectives, ALPs are supported by learning coaches and enriched through peer feedback. They offer a safe environment to test ideas and develop practical strategies ready for implementation.
With guidance from your learning coach, you will design an ALP relevant to your context and personal learning goals. For select programmes, if participating with colleagues, the learning coach can help structure a more ambitious team ALP for collaborative work.
The ALP process unfolds in three phases:
Scoping the ALP
Define the scope with your learning coach to ensure alignment with programme goals and a clear, actionable outcome.
Applying Concepts Weekly
Throughout the Content Weeks, apply the tools and frameworks introduced each week to progressively build your ALP.
Synthesis and Peer Review
At the end of the Content Weeks, consolidate your insights into strategic recommendations and submit them for peer review. In the final week, each participant will review four peer submissions and provide feedback.
Typical Week on an INSEAD Online Programme
Each week of content follows a very clear path to facilitate learning for busy executives. The platform allows participants to learn at their own pace during each week, by viewing the content, completing assignments and engaging in discussions, taking on average 4-6 hours per week* to complete.
*This is the recommended number of hours per week however please note that working on the Action Learning Project (ALP) may require up to two additional hours/week.
